“What do you believe it takes to be a great salesperson?” Speak to anyone who has ‘made it’ in their respective field and the underlying reason is the same. Different words may be used, but it has an uncanny resemblance to the principles that were drilled into me when I first entered the sales arena: ‘Set High Goals’, ‘Have Great Self-Talk’ and ‘Hold Yourself Accountable’. I soon became aware of how essential these habits were to guide me through the rollercoaster that is a career in sales.
These success principles are often referred to as the ‘soft skills’ compared to the many other areas that sales people need training in. As a result, they are often taken for granted and not cultivated. In addition, decisions regarding which training programmes to initiate are constricted by the lack of time available and by reduced or small budgets. Much training is therefore based around essential product knowledge and regulatory/legislation understanding. While these are vital areas for salespeople to be well-informed in, ask the top performers what enables them to excel and more often than not they will point to their attitudes, their mindset, and their habits rather than the technical knowledge of product or process. Thus companies’ sales training programmes should offer more exposure to principles and mind sets to achieve the success they need.