Are You Developing Your Sales Team?
Or Have You Left the Burden of Development and Achievement Solely on Your Sales Staff?
I believe – after years of studying what distinguishes the top 4% of sales professionals – that the ability to enhance natural talent is one of the abilities a Sales Professional Developer must possess. Yet I’ve also found that many sales team leaders live with the professional assumption that the top talent out there is innate, and that nothing can be done to develop sales skills.
“Either you have it or you don’t!”
This unfounded assumption leads to the inevitable belief that Sales Team Coaching is all about hiring and firing until you get the team you want. This “turnover approach” pleasantly places the burden of performance solely on the sales staff, rather than the sales team leaders. This archaic model is inefficient. It leads to an HR nightmare. It neglects the responsibility of sales team development and it assumes that natural ability is all that matters in sales.
I have learned and proven that, not only is sales coaching possible, but that it is inarguably the most effective and efficient way to grow a sales team. I firmly believe a true sales professional developer takes the same sort of responsibility that a great sports coach takes. Yes, the pieces of the team ought to be selected carefully to make sure the team is made of members who possess the internal makeup giving the individual sales professional a chance at success. But to believe that the work ends with team member selection is both dismissive and irresponsible. There absolutely is work to be done beyond simple team member selection, and I realize professional sales training development is essential to the process of creating a high performing sales team.
Take a close look at my Hierarchy of Sales Success:
The 5 Factors of Sales Success
- Product Knowledge – learned
- Sales Aptitude – in the psyche
- Selling Skills – learned
- Processes – developed
- Motivation – internal
You will notice that of the five factors, they all can be addressed through sales coaching. You see, a sales professional, once put into place, can be developed and honed just as a great football coach can condition individuals to perform the best for the team.
Michael Simpson’s programs are designed to empower you with the purpose, training and accountability you need to achieve the consistent results you demand in the most important areas of your life. Just as a personal fitness trainer helps you raise your standards for accelerated results in your body, your Sales Success Coach will challenge and support you in attaining the results you desire and deserve.
Sales force training techniques and ingredients for sales success. Get more sales leads, master the sales process, sharpen your sales strategy and skills. Michael Simpson explores the essential ingredients for sales success and the individual psyche that drives top sales professionals.
Get started today! Email: info@michaelssimpson.com
