February 15, 2024

Cultivating the Winning Sales Persona

Ever wonder why some salespeople seem to land deals effortlessly, while others struggle to stay afloat? The answer might lie not just in their skills and experience, but in their inherent sales persona. These innate traits, like competitive drive and coachability, shape how we approach sales and ultimately impact our success.

As salespeople, we all crave insights into our own potential. Understanding our strengths and weaknesses allows us to focus on development and become the sales rockstars we aspire to be.

But here's the catch: some of these crucial traits can be elusive. Are they predetermined by nature or can we nurture them despite our genetic makeup?

The Nature vs. Nurture Debate: A Salesperson's Perspective

The age-old question of nature versus nurture has been debated for centuries. In the sales world, it translates to: are some people simply born with the "sales gene," destined for success, while others are left to struggle?

The good news is, the answer is a resounding NO! While certain predispositions might exist, our sales persona is not set in stone. We can absolutely cultivate the traits that lead to success, regardless of our starting point.

The Key Traits: Your Sales Persona Blueprint

Let's delve into the four key traits that hiring managers often assess and how you can develop them:

1. Competitive Drive:

The fire in your belly, the relentless pursuit of winning – that's competitive drive. It's not about being ruthless, but about thriving in a challenging environment and setting ambitious goals.

How to Nurture It:

  • Set personal challenges: Go beyond your quota, aim for that top performer spot.

  • Engage in healthy competition: Participate in sales contests, role-playing, or friendly banter with colleagues.

  • Celebrate wins (big and small): Acknowledge your achievements and let them fuel your motivation.

2. Achievement Orientation:

The satisfaction of exceeding expectations, the constant desire to climb the ladder – that's achievement orientation. It's about taking pride in your work and striving for excellence.

How to Nurture It:

  • Set SMART goals: Specific, Measurable, Achievable, Relevant, and Time-bound goals keep you focused and motivated.

  • Track your progress: Monitor your metrics and celebrate milestones, no matter how small.

  • Seek feedback and coaching: Actively seek guidance from mentors or managers to identify areas for improvement.

3. Coachable Orientation:

The willingness to learn, adapt, and embrace feedback – that's coachability. It's about being open to new ideas and continuously refining your skills.

How to Nurture It:

  • Be proactive: Seek out learning opportunities like workshops, webinars, or sales certifications.

  • Embrace feedback: Don't take criticism personally, view it as a chance to grow.

  • Ask questions: Don't be afraid to seek clarification or guidance from experienced colleagues or mentors.

4. Sense of Humor:

The ability to laugh at yourself, diffuse tense situations, and connect with clients on a personal level – that's a sense of humor. It's about creating a positive and engaging sales experience.

How to Nurture It:

  • Practice self-deprecating humor: Don't take yourself too seriously, learn to laugh at your mistakes.

  • Stay up-to-date on current events and pop culture: Find common ground with clients through shared humor.

  • Be authentic: Don't force jokes, let your natural humor shine through.

Developing these traits takes time and consistent effort. Be patient with yourself, celebrate small wins, and don't be afraid to ask for help. By nurturing your sales persona, you'll unlock your full potential and become the salesperson you were always meant to be.

Remember, self-awareness is key. Take personality assessments, ask for feedback from colleagues, and reflect on your strengths and weaknesses. This understanding will guide your development journey and help you become the best salesperson you can be.

Now go out there and crush those goals!

November 29, 2023

Can Emotional Intelligence Predict Sales Performance?

We all focus on measuring output.

The real issue is understanding and selecting salespeople who will not only keep going, but will thrive going after new business, while embracing the daily challenges of rejection, discount agents, difficult bosses, changing economic conditions and demanding clients.

Broadly speaking, we measure four emotional intelligence traits:

1. Sensitivity
2. Achievement
3. Logical
4. Energy

What we observed is, the salesperson who scored low in Sensitivity had the ability to move on from a “No” quickly and keep prospecting with a stable attitude.

The higher the person rated on the Sensitivity scale indicated a lower control over their emotions, taking rejection to heart.

This often impacted their prospecting activity levels, leading to a decline in productivity.

Having a low score on Sensitivity does not mean that the salesperson was less empathetic or caring.

In fact, it’s quite the opposite.

They genuinely wanted to help clients but moved on very quickly when they realised that the client was not ready.

Would you say this is true?
July 14, 2023

True Grit: Andy Murray’s Superpower and Lessons for Salespeople | Emotional Intelligence and Sales Strategy

What is True Grit?

…it’s Andy Murray

Andy Murray is a superhero
And his superpower is his warrior attitude

-He’s got a metal hip
-He can’t train like he used to
-He can’t go for runs
-He even walks with a limp
-It takes him longer to recover from matches

Yet he wins

Clearly it also shows that hard work is a given at the top level and the unfair advantage a player has is their mental prowess…their mental fortitude

So often I’ve been asked by salespeople what makes a salesperson mentally tough.

It’s the wrong question to ask!

The unaware tennis player will not be able to process the current situation in a rational manner. Their emotions will get the better of them.

It’s just like a salesperson who is being challenged by a client to drop their price because it’s too expensive and the client threatens to go to the competition.

Those moments will define your career. AND the better you get in dealing with those moments the more Magic moments you will have.

Think about it this way…if this POINT ESCAPES you

His mental ability to think, make decisions under pressure and fight are superior to everyone else’s, which is one of the reasons why he wins.

Yet salespeople and sales managers continue to think it’s about working hard…or technique.
They are the givens

Do the Emotional intelligence test and see which trait is your strength.

The four Emotional intelligences are:
Sensitivity orientation
Achievement orientation
Logical ability
Energy levels

For example if you’re low in Logical ability, there is a positive benefit and a negative benefit.
You won’t suffer from over thinking but then you might will fail to change a losing strategy

If you’re too high in logical thinking …you might overthink things and be in your head too much and not take any action

This is a snippet of the information you get about yourself.
It’s all based on numbers.

If you don’t know yourself especially your EI, how can you make tactical changes when it counts?