Here are seven additional factors to consider as you define the parameters that produce success in your company's sales job. If you are a salesperson, you can also benefit from considering these questions, as they can help you identify target prospects and further refine your sales approach.
- Which sales job functions require attention to detail? (Examples include making accurate forecasts, providing timely updates to the corporate CRM system, analyzing customer records to determine sales strategies, and ensuring regulatory compliance.)
- How important are verbal and written communication skills to sales success in your company?
- Are your salespeople required to make presentations?
- Are they required to compose letters or proposals?
11. Pre-Sales Support
- What support resources are available to help your salespeople manage specific steps of the sales cycle?
- How effective must your salespeople be when managing these resources?
12. Post-Sales Support
- Are your salespeople expected to provide technical or operational support to customers, or do other personnel provide this support?
- What kinds of training does your company provide to salespeople?
- How much training does your company provide?
14. Sales Manager's Style
- What are your sales managers' styles?
- Do they lean in the direction of being Field Generals (who prefer selling to coaching) or Administrators (who excel at mentoring and administrative duties)?
15. Career Path
- What is the career path for your sales position?
- From small ticket item sales to big ticket item sales?
- From sales to management?
Consider this example: Most small ticket item sales cycles are shorter than big ticket item sales cycles. Per Question #7, the desired amount of Sales Drive differs based upon the frequency of opportunities for presentation and persuasion. A successful salesperson in small ticket item sales is likely to have a strong Sales Drive. Will they become frustrated by the reduction in opportunities to present and persuade that could result from a "promotion" to big ticket item sales?
Similarly, the attributes required to be an effective manager are often quite different from the attributes required to be an effective salesperson. Success in management can require more attention to detail and the willingness to delegate and mentor. These requirements impact the target ranges for the attributes of Sales Drive, Service Drive, Assertiveness, Competitiveness, Independence and Tolerance for Administration.
If you keep the fifteen questions discussed in this two-part article in mind, you will be able to more accurately define the parameters that will lead to success in YOUR company's sales job(s).
Copyright 2005 -- Alan Rigg
Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It. His company, 80/20 Sales Performance, helps business owners, executives, and managers DOUBLE sales by implementing The Right Formula for building top-performing sales teams. For more information and more FREE sales and sales management tips, visit http://www.8020salesperformance.com.