9 Behaviors of Great Salespeople

30 Oct

People aren’t born to be great salespeople – it is a learned trait nurtured over many years. Chances are your organization has great, good and bad salespeople. Because sales managers are often dealing with the bad apples, they aren’t investing enough time in coaching the good salespeople to be even better. If you are the sales leader in your company, you must either hire the best salespeople from the beginning or carve out more time for developing employees before they leave.

Beyond their bottom-line performance, what does a great salesperson look like?

  1. They are a consultative salesperson. Gone are the days of talking about all the great features of your product and pushing until the prospect (regrettably) agrees to buy.
  2. They do everything asked of them and more in their first year with a company. Year one is an important period for learning and that requires extra effort from the new salesperson. They are also comfortable with the fact that their sales activities are under increased scrutiny as they get out of the gate.
  3. Real salespeople know their product and services. They always have a crisp elevator pitch and value proposition prepared along with 10 questions. Their messaging sounds natural but is practiced and often memorized so they are always prepared; even this weekend when they bump into a prospect at the grocery store.
  4. They are authentic – and memorable. They don’t change their personality in front of prospects and clients which ultimately creates real connections. They also say “please”, “thank you” and “I’m sorry”.
  5. Great salespeople really listen. They are curious and ask a lot of open-ended questions. If the prospect or client is talking, the salesperson is probably winning.
  6. They sell solutions. Most prospects don’t really care about your product or service. They have a challenge in front of them and it can potentially be solved with your product or service.
  7. Winners are consistent. They take days off and have a balanced life, but they always hit their activity numbers, follow up, dot the i’s and cross their t’s.
  8. Closers drive towards YES or NO. A great salesperson must be aggressive and is conscious of time management. This means they understand how to target and qualify prospects. They aren’t here to please prospects, but to close deals (or move on).
  9. They continually learn. It doesn’t matter where they start, the best are always improving regardless of age or experience. They actually read the sales books given to them and challenge the entire company to better understand the prospects and customers.

Of course, being the best translates to hitting their sales and gross margin numbers. Your bad salespeople are regularly stuck between 1-2 times gross margin. Your good salespeople are hovering between 2-3X. The great ones are at 4X and beyond. Investing more time in your better salespeople is easy math. Is it time to cut the cord on your lowest performer? The answer is YES if it’s affecting the time you can spend with the rest of the team.

It’s time to grow faster~ Drew

drew@blueoctopusllc.com

blueoctopusllc.com

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