How hiring a Sales Champion affects your buisness!
Question: What makes some sales people more successful than others?
Answer: Very interesting question and one the will conjure up a lot of debate. I’ll give you my take and stir the pot.
The biggest challenge is between the ears!
In the a Field and Stream issue there was an article that addresses competitive shooting. This maps over exactly to what I’ve seen in the sales training world for the last 15 years. I’ll paraphrase. Research shows that a shooter’s heartbeat can go from a normal 78 to an extreme 180 when a target appears. Ever feel your heart race in a sales situation? The article further identifies three very distinct attributes that make the difference in champions and first losers (second).
- Champions are so confident it is borderline arrogant.
- Champions never expect to do anything but WIN! They visualize themselves successful.
- They practice to the point of automation. They eat breath and sleep their skill so much that when the target appears the instinctively do the right thing to create success.
Additionally I believe that the Sales DNA: Desire, Commitment, Personal Responsibility and Outlook determine the slight edge difference between outstanding achievers and and the 78% of sales people who don’t belong in sales. As well the 7% of elite sales people are what you want as your next hire.
Successful Salespeople consistently execute the hard things in sales that others don’t. The have the humility to prepare and the confidence to pull it off.
What is it costing you to miss out on hiring a Sales Champion?
Head Coach & CEO Sales Development Expert