Like The Potential Client Pool, A Good Sales Team Is An Eclectic Mix Of Individuals

December 6, 2013

There are plenty of techniques that all salespeople know. They may always qualify a lead and determine the customer’s needs when they first engage potential consumers. Maybe they recite the old mantra, “always be closing,” or practice a myriad of other tips and tricks for sealing the deal. However, for some salespeople, the best techniques may be ones they think they should ignore.

Encourage sales staff to play off of their individual strengths
According to Inc. magazine, it’s not always a bad thing when salespeople just try to be themselves. While certain personalities do excel in the sales arena, your sales force should not be made up of clones. If you need sales now, you need to think outside of the box. 

It’s not the typical image of a salesperson, but being a bit of an introvert doesn’t mean you can’t be good at closing deals. Some customers relish the opportunity to get a word in and lead the conversation from time to time. If a seller is naturally a little more casual, that can help with certain clients, too. Knowing this can help sales effectiveness by pairing the right member of the sales team with certain prospects.

Sometimes an employee that is really excited and knowledgeable about your company’s product or service is more effective than one who can “sell anything.” You can think of it as smart sales versus good sales. Maybe this person isn’t the guy that can sell ice to an Eskimo, but if that’s not your business, what difference does it make? 

How to find sales people that can vary your workforce
To make sure a sales force has individuals with the effective traits discussed above, sales advisers should look for genuine people. In a blog post for SmartRecruiters, Ramy Assaf, digital marketing developer at Laimoon, said that to hire great salespeople interviewers need to look for candidates that will enjoy the position. Great salespeople will enjoy meeting new people, make eye contact and have open body language.

These traits can be present in a number of individuals. Instead of trying to determine if potential candidates are good at sales, try to see if they are people that want to be good at sales. An employee that will listen to instincts and follow training when it’s applicable, but one that will also be themselves when that is the best match for the customer.