Why are some people in sales and business development more successful than others?
In most industries, being successful in B2B sales has shifted from selling a great product or service to much more complex solutions. What matters, is not only WHAT YOU SELL, increasingly important is HOW YOU SELL. Selling is not an art, nor a talent, it is competence. Assessments have revealed that top performing salespeople share 6 characteristics and skills, independent of the industry they serve and the kind of product or service they sell.
Key competences are strongly linked to the individual’s attitude, mindset, knowledge and soft skills. Equally important is the salesperson’s behavior that determines how the customer perceives the salesperson along the sales cycle:
- Meaning
- Willingness
- Ability
- Credibility
- Benevolence
- Commitment
This simple and insightful assessment tool is linked with a set of key questions to assess each dimension of the competences. The tool is used as preparation for a sales training program. Training participants perform a self-evaluation and request feedback and input from other stakeholders. The results are then used to define the individual learning and development goals for the sales training.
“Without knowing my individual personal starting point at the beginning of a training I lack direction and it’s impossible to determine what I need to change, learn and develop.”
If you like to learn more about this effective tool and how it is integrated in our training concepts, please connect with us via info@s-iba.com
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