336 The Four “Excellents” For Salespeople

<p class="MsoNormal"><span lang="EN-AU" xml:lang="EN-AU">The front row of sales training courses will often have the best salesperson sitting there trying to get even better.  The salesperson who is failing or is a mediocre performer is nowhere to be found or is there, but is solidly resisting the content and approach.  I read this many years ago and decided I would attend all sales training I could get and that I would be in that front row because I wanted to meet the top performers.  I walk the talk and recently I attended a webinar on sales for a Chamber of Commerce being run by my competitor.  I wasn’t there to spy but there to learn.  In the same vein, I read books on sales and listen to podcasts of the subject.  I was listening to one recently where the guest being interviewed mentioned four excellent attributes in salespeople.  He noted Coachability, Urgency, Resilience and Curiosity.</span></p> <p class="MsoNormal"><span lang="EN-AU" xml:lang="EN-AU">You would say that is pretty obvious and fair enough, but still these are not always present in salespeople.  Coachability is an interesting one.  At the superficial level people say they are ready to learn, to improve but the rubber meets the road when it comes to changing habits and shaping behaviours.  In fact, they are not really coachable because they resist change, even though they are not doing well in sales and have in fact never done especially well in sales.  You would think their numbers would inform them that they need to try a new approach, but that doesn’t seem to be the case.  They are in their Comfort Zone and they don’t want to emerge from there, to do what is needed to improve.</span><span lang="EN-AU" xml:lang= "EN-AU"> </span></p> <p class="MsoNormal"><span lang="EN-AU" xml:lang="EN-AU">Sales has a big accountability aspect to it.  Sales leaders only take a certain amount of responsibility for their salespeople, because they see the individual has to be accountable for their inputs and effort and really, it is up to them to do the work the