Sales and Marketing Management recently put out an article on a subject near and dear to me. As a sales coach, I’ve always taken a holistic approach to developing sales champions. That is, there are two ways to generate breakthrough results. You change what you do and also how you think. That’s why I believe in developing sales champions from the inside out. Yet, when delivering a training program, I watch as some eyes begin to glaze over when discussing the mindset needed to adopt in order to become a sales champion.
The reaction is, “C’mon Keith, just tell me what I need to do to become a better salesperson.” The focus is always on the doing, dismissing what is even more critical and what precedes any change in behavior; which is the necessary change in thinking and the elimination of toxic beliefs or myths that create the obstacles to greater levels of performance.
Here’s an article that details fifteen personal skills you need on the job. Interesting, many of these are more qualities and characteristics, rather than a step by step strategy you follow or execute on.
For example, salespeople need to be creative, be curious and be persistent. Do you do creativity, curiosity and persistence? No, it’s how you think; which then translates into a measurable action. After all, if you’re a naturally curious person, then by default you’re going to ask more questions when speaking with your customers and prospects to get the necessary intel you need to best serve them. You are also going to questions things more that don’t seem to fit.
When employers are looking for workers who have that special something: the skills, tendencies and attributes that help to keep productivity and profits up, it’s the salespeople who possess these characteristics and are able to continually demonstrate them who are the ones that maintain the title of sales champions; and what will provide you with your secret, competitive edge.
Here’s the entire article.