Three Different Types of Salespeople!

posted: Friday, October 30, 2009

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As a sales manager, your plate is full with everything from scheduling, security, operations, maintaining merchandise, keeping up with the daily and monthly paperwork to dealing with the everyday ups and downs. However, the most important job that you have as a sales manager is ensuring that the salespeople under you are performing to their fullest potential. This is not only the most important job you have, but it is also the most difficult. You are dealing with people, and no two people react the same way.

Salespeople are all different in the sense that what motivates one salesperson may not motivate another salesperson. It's up to you to find out what motivates each of the salespeople under you, and then apply it to maximize sales for everyone. There are three types of salespeople that you will encounter as a sales manager. We will define those for you today and give you a brief synopsis of how to get the most out of each of them.

The first are the under-achievers. These are probably people who have just gotten into the field and are trying to find their way still, or people who have been in the field but are not performing. Your job here is to determine if they truly want to be a salesperson and if so, do they have what it takes? If the answer to both questions is yes, then your task is to give them the knowledge, skills, and tools to reach the next level.

The next type is where 80% of salespeople fall, and they are called safe-zoners. These are salespeople who have reached an acceptable level and then may have gotten too comfortable. They sell just enough to make a living for themselves but are not nearly as productive as they could or should be. Your job is to determine what is needed to get them to reach the next level.

The last type is a sales manager's dream. They are the over-achievers, the salespeople who are self-motivated and driven to always sell more than the other guy or more than they sold the day before. Your job is fairly simple here; keep them at that high level, but more than likely they will keep themselves at that level.

It is your job to determine what type each of your salespeople are and then find out what you need to do to get each of your people to the next level or, with over-achievers, to keep them operating at a high performance level. Remember their performance, both positive and negative is a reflection on your skills as a sales manager. For ideas on specific techniques to help increase your or your salespeople's, productivity, refer to our PMSA Relationship Selling Program.

FINAO Failure Is Not Option!

Brad Huisken - President, IAS Training

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