Do you believe that there are individuals who are naturally good at sales? Or, do you believe that you can become a great salesperson? This is a great question to ask yourself, your success depends on your belief. You may be familiar with the quote that states “If you believe you can – you CAN, if you believe you can’t – you CAN’T”. That applies to everything in your life, and helpful to know where you are starting at in your sales career (we all sell something, think about that).
When researching this idea, there was a lot of subjective information as to what can help turn anyone into a good/great salesperson. But there are two interesting research findings that support the idea that this can be a learned skill. Compare it to the specialized training a doctor goes through to learn their specialty but doesn’t help train their bedside manner.
The Harvard Business Review: “Are Top Salespeople Born or Made?” By Steve W. Martin administered personality tests on 1000 top business-to-business salespeople. The estimate was that 70% of the top salespeople have natural instincts. This means they didn’t have to learn a lot of skills to become great. That leaves 30% of the top salespeople are self-made, needing help to become top in their field.
What they discovered were 4 key areas that can determine success: First – Do you go above and beyond just describing the product or service they represent. Are you an expert? Can you have detailed conversations? Second – They have an ability to store up past interactions and information to intuitively understand what is occurring during the sales call and the sales process. Third – The ability to uncover what is motivating and influencing the decision maker. Fourth – Having a high desire to be paid what they are worth. They will push themselves to excel when others won’t.
Another research paper from Xavier University, University of Tennessee and TN Department of Education found the following:
The findings revealed two distinct groups, and these groups were markedly different along the biologically based traits of optimism, extraversion, emotional stability and along both job and career satisfaction. The differences across these groups were especially pronounced for career satisfaction.
Here’s how I understand what they found; if you are an optimistic person, even-keeled and like your work – you can learn to become an affective salesperson.
When you turn to Google to find how to become better at sales, you’ll discover 304,000 results.
I know from my years of various training that when you find the right skills and you put in the practice; it will show in your results. Do you practice your sales conversation? What about your presentation? I discovered yesterday I need to tighten up my elevator pitch, I need a good tagline for people to know who my ideal clients are. I need to practice a bit more.
When you practice, it seems effortless from the prospect’s perspective. It also allows you to listen more because you are not thinking about what your response will be. What skills do you need to improve? Make a list, don’t be shy – and then get to it. There is no reason we can’t all be better in 6 months.
I wasn’t a natural born salesperson – but I am curious and like to help people. Both great qualities that I can start with as a base and build from there. I am eternally optimistic about my future, and one of my daughters thinks I am never stressed – all help me with a good core to be in sales. Plus, I want to change a person’s ability to double their income because the domino effect for their family is significant.
Are you a natural, or self-made?