You don’t believe the title? Listen to this episode of the Sales Management Minute and you may change your mind.
So, you read the title of this episode and you’re ready for a fight. “What do you mean great sales people don’t exist? I’m a great salesperson.”
Well, I can prove that great salespeople don’t exist. How many of these so called great salespeople have you hired…strong resume, great track record…but they failed in your company. If you believe in the existence of great salespeople, then you also believe one of the following….
These sales people completely forgot how to sell when they arrived at your company.
– or –
Your company is the absolute worst company to sell for in the history of business.
The issue here is the word GREAT. It’s not a stand alone quality, but rather an attribute of the synergy between the salesperson and the role within your company.
Life would be just dandy if we could just look at closing skills as a measure of greatness. I can take a salesperson put them in one company and they are a rock star. I move them to another company and they fail miserably.
It’s all about the sales marriage…the synergistic match between sales talent your sales role. Identify the drivers of success and causes for failure in your sales roles and evaluate sales talent against them.
Stop looking for great sales people! Search for the right the sales people with the potential to be great in your organization. It’s a sure fire way to develop longlasting, fruitful sales marriages.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.