Posted: April 16, 2013
Take the sales success test
Your score will tell you if you've got a problemGary Harvey
CEOs, business owners and upper management: Do your salespeople have the habits needed to make them highly successful? Take this assessment and find out.
For each attribute, rate your sales team/people on a scale of 0 to 5, where zero means they don't have it at all and 5 means they totally have it:
Has written SMART Goals? (SMART goals are Specific, Measurable, Attainable, Realistic and Time-bound.)
Follows written goals plan?
Has a positive attitude?
Has strong self-confidence?
Has beliefs that support selling success?
Is able to control emotions and stay “objective” in a selling situation?
Doesn’t need approval nor is devastated by rejection?
Is comfortable talking about money, has a high money tolerance?
Has a consistent and effective prospecting system?
Follows a sales process?
Reaches decision makers consistently?
Is comfortable with people and knows how to establish and build rapport?
Has a strong desire for success and a ‘do whatever it takes’ attitude?
Is a team player?
So what was their score? If it wasn’t near the high end, you have a sales problem that needs addressing now. Take action to improve your team, and the results will show.
Gary Harvey is the founder and president of Achievement Dynamics, LLC, a high performance sales training, coaching and development company for sales professionals, managers and business owners. His firm is consistently rated by the Sandler Training as one of the top 10 training centers in the world. He can be reached at 303-741-5200, or firstname.lastname@example.org.