Here we give you a quick checklist to help identify the salespeople who can create new value for you.
- They can conceptualise things that don’t yet exist.
- They read widely across their sector and adjacent sectors too.
- They have specialism in something, whether it’s the customer type, the products/services, the market sector, the geographical culture or something else that’s relevant. This specialism is in addition to knowing enough about everything else. Generalist salespeople (often just territory focused) will struggle.
- They are voracious learners, always wanting to acquire new knowledge and skills. They do this pro-actively, not waiting for their organisation to provide things, but create learning for themselves.
- They can articulate a vision for their market-place that includes the major change drivers and resulting possible futures. They do this not in a self serving way that positions their own offering as always being the answer, but from a balanced, professional perspective.
- They are energetic networkers, constantly looking to make new connections across the whole market landscape.
- They are passionate pragmatists. They constantly test the art of the possible, not pedantically seeking to prove absolutes. This is always done in a positive ‘can-do’ manner.
- They can hold a business, not just a sales conversation.
- They are passionate about building rapport with their customers, not through schmoozing (although that can sometimes be useful), but by adding value to the relationship with interesting contributions.
- They like co-creating solutions with customers, rather than selling packages.
In summary, these salespeople recognise they operate in a messy, chaotic world, rather than fight it, they embrace it.
SalesPathways run a very powerful development centre to help identify and develop these capabilities. To find out more contact us.