Are star salespeople born or are they taught? Is sales a skill that is hardwired into a person’s DNA or can you develop and improve on sales skills? This is a long debated question by sales managers and executives alike. How much of a sales skill set can be taught and developed with coaching? At 3Hr Learning, we feel that salespeople are made, not born and they are made with concentrated attention, repeated practice and goal-oriented direction.
It is this belief that drives so many of the world’s largest sales companies to invest so much time, resources and capital into sales training programs and courses to help their employees improve. Here are a few key tips to become a better salesperson:
Sales training is extremely important to becoming the best salesperson you can be. Salespeople are most comfortable selling what they understand. It is critical for organizations and salespeople to focus on training their people on both general sales skills and their company’s value propositions and competitive advantages. These types of company-specific trainings build confidence (particularly in a younger sales team) and enable them to ask their prospects intuitive questions and then solve their customers’ problems with superior presentations.
We clearly feel that sales is something that can be nurtured and developed, but at the same time we recommend that sales managers and recruiters keep an eye out for the following natural characteristics from sales candidates:
Interestingly enough, we’ve found that many of these traits are also common in athletes, and we’ve had great success in turning people with athletic backgrounds into top salespeople. A good way to further vett a candidate in an interview is to make the potential hire role play with you. Give it a try! They don’t need to be anywhere near perfect, but if they are afraid to role play or try you have your red light.