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    Finding Diamonds
    Finding Diamonds
    Finding Diamonds
    Ebook126 pages1 hour

    Finding Diamonds

    By Neal Benedict

    ()

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    About this ebook

    This book is a practical guide for sales managers, sales VPs and business owners who have ever struggled with staffing a productive sales team. This book promises to make your sales hiring more successful with practical advice in a simple-to-understand and easy-to-execute format. You haven't hired the right sales team because you haven't taken the right approach.

    LanguageEnglish
    PublisherNeal Benedict
    Release dateNov 14, 2024
    ISBN9798230958888
    Finding Diamonds
    Author

    Neal Benedict

    As a sales consultant and trainer Neal's goal is to help sales practitioner s become the best they can and the craft of selling. Neal designs and implements programs that build high performance sales organizations that focus on people, processes and tools as the foundation for success. Neal is a successful corporate executive and founder. He has led sales teams of >50 individuals and was responsible for global revenues of over $500 million. He is an author, trainer and consultant for small and medium businesses. He holds an MBA and an M.Ed. from the Pennsylvania State University.

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      Book preview

      Finding Diamonds - Neal Benedict

      They spend hours and years practicing their craft. No mastery in a profession, skill or craft will be reached without substantial time and discipline dedicated to perfecting that profession. How many of us would allow a doctor to operate on us who has not qualified or a lawyer to represent us who have not passed the bar? Why would we then hire salespeople, especially in a senior role, who have not shown in some way, shape or form that they have dedicated a large portion of their time to perfecting their craft, to represent our company?

      Are you a health retailer selling organic food? You best believe that your salesperson should be passionate about the environment and health and not eating predominantly from fast food restaurants. Congruence is key to hiring a successful salesperson.

      ––––––––

      1.2. Coachability

      The ability of a salesperson to be coached and trained is rated by hiring managers in

      the know as one of the most important attributes for a salesperson. In 2013, a study

      was published in the Journal of Marketing Science which probed into the relationship between sales training and athletic performance psychology. The result showed that people who were the most coachable were also the most likely to be the best in sales performance in a business to business context.

      Let that sink in a bit, this study was saying not the loudest, most extrovert person,

      but rather the one who was willing to be coached. Coachability rated higher than competitiveness or personality traits. This flies in the face of the stereotypical

      Alpha Male personality that is so prevalent in the sales arena.

      The great salesperson is open to input and constructive feedback from their sales manager, CEO or whoever they are reporting into. They use market data, customer call

      information, and sales reports all as feedback to constantly assess and adjust their approach.

      We have achieved much success in coaching salespeople by linking them with our senior sales staff or providing on-site services as a sales coach or sales manager. In all these cases, the adage of You can’t help those who don’t want to be helped rings true. If a salesperson is coachable, they will thrive.

      1.3. Persistence

      I’m hoping that you are starting to see how these characteristics integrate and build upon each other. The salesperson who is congruent, who feels their career is a calling and believes the product will help their customer, will be open to be coached.

      They realize that structured coaching will help them be the best they can be for themselves and for their customers. These salespeople will also be persistent, they would not settle for no from their customers.

      Good salespeople know that persistence and consistency is the key. The best salespeople are relentless and tenacious enough to overcome the many obstacles

      that they face on a daily basis. They are the ones who won’t waive the so-called white flag even after being turned down multiple times. Instead of getting discouraged by a prospect who isn’t returning a call, they figure out what went wrong and try again to

      get that much-coveted appointment.

      I have seen numerous candidates who have succeeded because they simply refused

      to quit. Instead of moving on to the next prospect, the ideal salesperson has the discipline and motivation to make half a dozen calls or more after the first one.

      They are fully aware that only a small percentage of consumers are looking to

      purchase on first contact.

      Moreover, the ideal salesperson is one who doesn’t give up on unsold prospects.

      They know that these people will someday buy. So, they check on them from time to time, hoping that they will eventually agree and buy what the salesperson is offering.

      Persistence is perhaps the single most important quality that defines the ideal sales employee. It’s what makes someone truly great. In a career where you are only as

      good as your last performance, it’s the persistent salesperson that performs

      consistently well.

      ––––––––

      1.4. Conscientiousness

      The Harvard Business Review describes conscientious salespeople as having a strong sense of duty. They are responsible and reliable individuals who take their jobs very seriously. They are highly motivated, they would go out of their way to pursue the goals and high standards that they have set for themselves.

      Conscientious salespeople are very organized. They plan and work hard to achieve

      their goals. They are proactive and would walk the extra mile just to achieve their desired outcomes.

      Conscientiousness is often seen in a salesperson’s ability to manage time. They manage their schedule well, knowing that they only have a limited time to achieve all their goals for the day, week, month, or year. They ensure that on their routes or beats, they can see as many clients as possible in order to get more opportunities for networking and securing a sale.

      Conscientious salespeople do not simply grow their contacts book, but they diligently nurture them to ensure that they are constantly looking after their relationships.

      1.5. Customer-centricity and High EQ

      Great salespeople understand their customers and know as much information about them as possible. They make a point to find out, what and how they can make their customers happy. Instead of focusing on the product or service they are selling, customer-centric sales associates are motivated by just one factor — to know what

      their customers want and, more importantly, to address these

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