Sale Profile 5
I’m going slowly because I want you to think it through. Sales is so important – its the revenues engine of your business – so you need to get it right.
Most sales training focuses on sales skills development. There are hundreds of sales skills training methods and I performed a met analysis of 143 popular programmes and identified ten core skills that interestingly can be sorted into before, during and after the sale.
I started to train in those skills and had good results.
Then I noticed that people with a positive attitude outsold people with a negative mindset even if they had less skills and the literature tells us that a good attitude positively moderates just about any activity you can think of.
So we added a strong motivational component.
To be fair I ran some sales programmes with skills only being very mindful to steer away from attitudinal concepts; and programmes with only an attitudinal bias and no skills – solid rah! rah! sessions and a combination of the two. Combine out performed skills or attitude on their own., Seems obvious right, but I wanted to be sure.
But only just bit better. But why were there high and low performers in both groups?
It’s soon ding science-y but I’m chasing the holy grail of sales training! Stay tuned.
What sales skills do you think are needed most in your business and what are you doing to develop those skills? And: what are you doing to foster motivation?
© 2017 Andrew Priestley is a business leadership coach and author qualified in Industrial and Organisational Psychology | www.thesalesprofile.com | Please note this is for information only and does not constitute specific advice.