WE identify exactly who can and cannot lead and exactly who can and cannot sell. We also show how to attract and retain those outstanding candidates.
FACT - Sales – Only 2 out of 10 people have the essential characteristics and traits that generate exceptional sales performance.
Leaders – Less than that have the exceptional leadership characteristics that generate exceptional companies and departments.
It is important to be able to identify, attract and retain every one that you can find.
MORE TRAINING IS NOT THE ANSWER!
Training builds better skills and techniques in those that have the inherent traits, but does little or nothing for those that don’t. Almost all training directed at changing attitude, perspective, belief, work habits, or effort is found to have little or no impact after a few days.
MORE MONEY IS NOT THE ANSWER!
When people say they don’t get paid enough, they are commenting on their relationship with their position and company, not their economic standing.
LEADERS LEARN:
what they can and cannot expect from their people
to understand the essential capabilities and skills of their people
to communicate their vision to people who cannot see through traditional views
to define and maintain accountabilities and performance standards
to know what to control and what to delegate and to whom
to trust their instincts, vision and inherent gifts and skills
SALES PROFESSIONALS LEARN:
their essential sales abilities
the individual client’s essential buying strategy
to assess the sales potential of an individual client
to match their sales goals to their client selection and targeting
to position product’s features to appeal to vastly different customers
to control the selling relationship and build rapport with almost any customer
