Sound familiar?
You hire two salespeople. They have similar backgrounds, education, potential. They’re on top of their game technically. You think they’re both going to be outstanding superstars. And in the end one succeeds and the other one fails.
Why is that?
The emotional issues of selling – their confidence, beliefs, attitudes and motivations – factor heavily into a salesperson’s success.
There are five critical dimensions that affect why some salespeople are more successful than others. Gaps between these five areas create conflict, self-doubt and disengagement.
But as these dimensions come into alignment (or “congruence”), salespeople will WANT to do the result-producing activities. They develop an internal drive and confidence that what they’re doing is impactful – for their customers and themselves. That means that even when the business environment is volatile and they’re under pressure to close revenue gaps, they’ll have the energy and internal motivation to sell at higher levels.
Rather than just teaching people “how” to sell, this is an approach that removes the fear of rejection, call reluctance and many of the common emotional barriers that prevent salespeople from producing to their fullest capabilities.
The goal through sales training and sales coaching should be to bring these into congruence or alignment.
Want to find out more? Download our eBook ‘You Can’t Teach People to Sell by Teaching People to Sell’
