You can spot good sales people....but how?

You can always pick a good sales person out of a crowd.

They have an extra “ear”, “eye” and carry a “stopwatch”

They realise the value of time and see and hear more than others.

They observe and listen and always have in view reaching agreement for the order in short cycles.

The first ten years of a sales life reveals those who are most likely to achieve.

Four jobs in that time suggests they are not settling to a career but one, or being on the second is hopeful.

One will sell on price and end up with no profits in time, moving on by telling their new employer they can bring lots of customers with them.

They then begin the same cycle until it’s not possible to lower the price!

The stable ones have an eye on profit and sell value and benefits in an accomplished way.

When under pressure to reduce a price they see the dangers.

Do it once and it will happen again.

Shrewdly they kill two birds with one stone.

They only agree an adjustment for a timed contract or for a promised volume.

They protect profit and eliminate the competition in one stroke.

They are professional and customers like that kind of intelligence.

They also “ask” their customer if they can point them to others who might benefit from a visit.

Of course we want an “all rounder” too.

Someone who loves the chase but also looks after customers to high standards to keep them is best.

I have known some get bored once getting the order and then wonder why they were losing others out of the back door.

Companies don’t give enough time to training and assessing these days.

I know of sales managers who have not been out to a customer with their team in three years.

I don’t care that the figures stack up – people deserve more and lack of development will produce negative outcomes.

Why will good people stay with Companies who don’t push them on.

Good people are in short supply and when you don’t pay attention, someone else will.

When you have one who is good they can help you produce two others.

Good or bad habits are developed according to your environment and shared experience.

Every team benefits from a Captain, so be one or create one.

Good guidance brings great results and a sense of achievement.

Show me a team and I can picture the Manager, just as a child gives you an Insight to the parents.

Make your sales teams strong and skilful and unlike many, you will not be sitting around worrying about the economy.