A lot of people might disagree with whether learning sales and how to be a good sales person are possible. Reason being some believe that you’re either born to be a sales person or you’re not. If you’re not, you can’t be a successful sales person. Now, let’s dig deeper into this.
Sales Myth – You are born a sales person
One of the reasons sales managers and business owners think you’re born to be a sales person is they believe you have to possess a particular type of personality have the ability to sell. Also, it is believed that you need to be talkative as well as have the “gift of gab” to have any chance.
This can be debated with many taking either side, but the reality is that a sales person can be very successful with many different personality styles. A sales person will need to be somewhat outgoing and have the ability to communicate on a professional level in order to be good at selling.
In order to meet those two requirements – outgoing and able to communicate – someone doesn’t need to be the loudest person in the room.
The Challenge with Believing that Sales People are Born
You have many sales managers out there that aren’t fully embracing that learning sales is possible with a lot of sales managers taking the side of the debate that sales people are born.
When this occurs, you have sales managers which interview job applicants where they’re assessing their personality as well as how talkative they are. The sales person can often be thrown into a territory with a bag of products and a quota where they’re expected to make it happen if the applicant passes the personality test and gets labeled as a natural sales person.
This can often lead to many sales people not performing as well as they were expected to which is something many sales managers will likely relate to. “I just don’t understand. He appeared like he was going to be great.”
Keys to Learning Sales
Sales is a skill and there are key things which can be done to improve results. You can begin to believe that sales people are built if you can get beyond the concept that sales people aren’t born.
When a person possesses some key criteria such as personal drive, competitive desire, ambition, organizational skills, communication skills, and ability to learn, then learning sales is very possible, regardless of the type personality the sales person is born with.
Providing ongoing sales training and sales coaching is the key here. It can be initiated by initial sales training provided for all new sales people. This should focus on the products they sell as well as the sales messaging and what should be said during prospecting.
Also, sales coaching should be embraced on an ongoing basis to assist the sales person in incorporating the training they’ve been given and ensure the progress is being encouraged and supported.
SalesScripter provides call scripts to help sales pros with learning sales.