Will They or Can They? The Battle for Supremacy
It doesn’t matter if they can - if they won't ..
When you are assessing the competency of people in the sales world, understanding the attitudinal and motivational factors of someones persona is critical
Regardless of whether someone has the required skills and experience, the question that you need answering is ‘Will they sell’. Will they sell with todays marketplace, with these products, with this manager and with this compensation.
‘Will they?’ trumps ‘Can they?’ every time
If a person does not have the required drive and tenacity, then their skills - their ‘can they’ won’t even be in the equation.
In the world of sales, technical know-how is often considered a key factor in success. However, there is another trait that is just as important, if not more so: tenacity and drive. These qualities are what separate successful salespeople from those who fall short.
Here are some reasons why tenacity and drive, and other elements of motivation, are more valuable than technical know-how in sales:
Overcoming rejection:
Tenacity and drive are essential for overcoming rejection: In sales, rejection is inevitable. Whether it's a difficult prospect, a lost deal, or a setback, tenacity and drive are what enable you to push through and find a way forward. Technical know-how is important, but it's not enough on its own to overcome rejection.
What keeps you going:
Tenacity and drive are what keep you going when things get tough: Sales is not always easy, and there will be times when you face failure, rejection, or disappointment. Tenacity and drive are what keep you going when things get tough, and they help you bounce back from setbacks and keep moving forward.
Taking risks:
Tenacity and drive are what enable you to take risks: In sales, taking risks is often necessary to achieve success. Tenacity and drive are what enable you to take those risks, even when the outcome is uncertain. Other elements of your knowledge and skills can help you make informed decisions, but it's tenacity and drive that give you the courage to take action.
Learning and growing:
Tenacity and drive are what enable you to learn and grow: In sales, learning and growth are essential for success. Tenacity and drive are what enable you to keep learning and growing, even when faced with challenges or setbacks. Knowledge is key, but it's tenacity and drive that enable you to apply that knowledge and continue to improve.
While technical know-how is important in sales, it's not enough on its own to achieve success. Tenacity and drive are what separate successful salespeople from those who fall short. By cultivating these qualities, you can overcome rejection, keep going when things get tough, take risks, and continue to learn and grow.
Some ways salespeople can cultivate and demonstrate tenacity in their work:
Set clear goals: Setting clear goals is essential for cultivating tenacity. It gives you something to work towards and helps you stay focused and motivated. Make sure your goals are specific, measurable, and achievable, and break them down into smaller, more manageable tasks.
Stay positive: Maintaining a positive attitude is essential for demonstrating tenacity. It helps you stay motivated and focused, even when faced with rejection or setbacks. Try to focus on the positive aspects of your work, and celebrate your successes, no matter how small.
Keep learning: Learning and growth are essential for success in sales. Continuously seek out new knowledge and skills, and be open to feedback and constructive criticism. This will help you stay motivated and engaged, and enable you to continue to improve and grow.
Be persistent: Persistence is key to demonstrating tenacity in sales. Don't give up after the first rejection or setback. Instead, keep pushing forward and trying new approaches until you achieve your goals.
Embrace challenges: Challenges are an inevitable part of sales, but they can also be an opportunity for growth and learning. Embrace challenges as an opportunity to learn and grow, and use them as motivation to push yourself further.
Stay organized: Staying organised is essential for demonstrating tenacity in sales. It helps you stay focused and motivated, and enables you to manage your time and resources effectively. Use tools like calendars, to-do lists, and CRM software to stay on top of your tasks and priorities.
In conclusion, tenacity is a critical skill for salespeople to have, as it enables them to push through rejection, keep going when things get tough, take risks, and continue to learn and grow. By setting clear goals, staying positive, keeping learning, being persistent, embracing challenges, and staying organized, salespeople can cultivate and demonstrate tenacity in their work and achieve success in their careers.