I told him it was hard to distill sales success down to one behavior, yet he pressed me and I responded with a series of bromides, idioms, and axioms capturing the wisdom of the ages:
You don’t have to kick them out of bed in the morning! They tirelessly hit the bricks every day with a positive attitude. Although they suffer more defeats than victories, their glass is always half full.
This proclivity to perform the tedious, lonely and often frustrating sales process that must be done is a tribute to their internal sense of competition and work ethic. They slug it out each day eking out wins that are absolutely critical to any organization’s success.
After all, nothing happens until a sale is made and somebody must do the hard blocking and tackling. These modern day “warriors” never go out of style and will always be highly regarded resources in any business.
The customer also asked what you look for in people you’re interviewing for a sales position.
I told him history is the best predictor of future behavior, thus look for indications even in a person with little work experience of behaviors in the past that exemplify tenacity and persistence:
Copyright © 2014 Dave Neal
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