The star salesperson is generally a self-motivated person. Author Richard Gaylord Briley believes in the principle of the 5/50 rule. He asserts that 5% of the people in the world produce the affluence and prosperity for the other 50%. If that’s true, then you need to find the elusive five-percenter, who will be your high performing sales person.
Here are a few suggestions that can help identify a good sales person:
- Look for high energy levels
- They must have the ability and inclination to learn.
- They must be able to build positive business relationships
- They must have integrity
- Know how to close a deal
Don’t employ sales staff that are:
- Poor closers
- Too aggressive
- Passive order takers
- Fearful of phoning
- Unable to build value in the service or product
- Poor at follow-up skills
- Unable to get to top decision makers
- Unable torejection difficult to handle
- Poor at time manager
- Not self-disciplined
- Unwilling to gain market knowledge