15Sep/1013

Great Salespeople: Born or Bred?

In the interest of full disclosure, I'm in the Sales Training business. So you might think my answer to the question, "Are great salespeople born that way, or can the be taught?," is a little skewed. But, I'll answer earnestly.

Anyone can learn to sell.

That's because sales is a process. And people can learn processes (if they want to). It is, of course, easier for some people than others. Let me make an analogy:

Math is a process. Anyone can learn how to run a formula. It's easier for some people than for others, but we can all -- with enough effort -- learn what to plug where. "Numbers-oriented" people learn more quickly than others, but anyone can eventually get it.

Sales is also a process. Anyone can learn it. It's easier for "people-oriented" people to learn how to sell than it is for others.

The challenge, of course, is finding the "people-oriented" people in the first place. If you're hiring salespeople*, you want to find the ones who either:

  1. Already understand how to sell or
  2. Will have a short learning curve.

Am I right? Can anyone learn to sell?

*As an aside, the best way to determine how much work it will take to get someone selling at their peak, consider implementing a sales assessment tool.

@JebBrooks

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23Jun/100

What’s IMPACT Selling?

It turns out that there are a few of you out there who watch our blog, but aren't sure what we do here at The Brooks Group! Please let me fix that!

We help organizations improve their sales performance. We do that by providing sales and management assessment, training, and retention tools. The customer-focused sales process we tailor to our clients is called IMPACT Selling®. And we've been teaching, coaching, and reinforcing it for for a long time. It's won awards and helped salespeople open and "tie up" an untold number of sales on behalf of thousands of our client organizations. We're proud of the work we do helping salespeople, their managers, and their companies grow.

So, even though it's a shameless plug, I thought I'd post a link to more information about IMPACT because it might be interesting to some of you.

Also, keep your eye on us here at "Sales Evolution" to see sales and sales management content, questions, and ideas. (by the way, are you subscribed to the RSS feed)?

@JebBrooks

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  • Sales Evolution is a B2B Sales Blog for curious people. We talk about things like sales training, sales management, sales assessments, sales leadership, prospecting, and sales relationship building. I’m Jeb Brooks and I’ll be your host. So, please sit back, relax, and join us!

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