Are salespeople born, or are they developed?
This is the million dollar question, and on this week’s podcast, Hiring Salespeople – Part I, we find out that they’re born!
How should this affect how managers and executives approach hiring salespeople?
Pareto’s Principle is entirely applicable to most sales organizations where 80 percent of the revenue is produced by 20 percent of the salespeople.
A lot of time, money, and effort goes into training salespeople, usually about a year, so it is depressing to think that these finite resources get used up on sales recruits who produce mediocre to poor results.
How do you get your sales organization to breakthrough Pareto’s Principle or the 80/20 rule?
Accept the fact that not everyone can sell; and recruit, screen, and hire for the core-characteristics that make up successful salesperson. Harvard Business Review showed us that the most successful salespeople had to have at least these two characteristics when they answered the question, What Makes a Good Salesman?:
- Strong ego drive, meaning a deep desire to win, or competitive spirit.
- High on empathy, meaning that they are tuned into people’s feelings, concerns, and fears.
Next week, Jim Allen, Founder and Principal of Value Based, Inc, a company that helps organizations build and develop their own sales organizations, will be joining the show to further discuss how to build an effective sales team made up of salespeople who possess these types of characteristics.