8 Needs of Every Salesperson

6 Mar


  1. Direction – Creating a clear plan and goals seems simple, but many salespeople don’t do it. They are told to go “sell more stuff” and build their commission. It’s not a solid plan and can be equally unmotivating to great and poor performers alike in sales. Your goals ultimately should be connected back to the overall vision of the company.
  2. Lead Generation – Whether someone else is feeding you leads or you are creating them all from scratch, most lead generation systems need improvement and focus. Where can you improve your process and qualifying?
  3. A Clear Value Proposition – Asking the right open-ended questions and communicating the link to your value proposition is absolutely critical. Create a script that leans on your key differentiators — then ask the open-ended questions that lead your audience to your strengths.
  4. Consistency – As important as anything in business today, we just need to sell consistently.
  5. Encouragement – Confidence is vital to your sales success. Are you getting a steady dose of inspiration and reminders on how you are vital to your organization? If not, seek it out and start asking for it (see #8).
  6. A Sounding Board – When a prospect throws something at you from left field or you’re just having a bad day, who do you turn to? If you don’t “vent” somewhere, it will negatively affect your future sales calls and appointments.
  7. Closing Ability – Most salespeople can start a sale, get an appointment, and find qualified buyers, but the most difficult part of selling is closing. Do you understand what an ideal appointment looks like? Are you developing your closing skills every week?
  8. Regular Training & Feedback – Don’t wait until the quarterly or annual review to learn what you need to work on (and what you do well). Training and feedback should happen every week and a salesperson should be measured on monthly progress.

I’d like to hear feedback from anyone who is getting all of the above within their organization – and connect it back to how it has affected your results. Care to share with me?

Make it a great day~ Drew Schmitz



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