PRLog - April 24, 2012 - It’s often said the best salespeople are “born – not made.” This may be true for traits such as resilience, assertive and serious minded. However, it’s not true for the essential processes and skills associated with effective selling.
They must be learned. So what are the elusive knowledge and skill sets that separate successful sellers from the others? The Sales Acumen Survey measures those areas of knowledge and skills that can be learned to aid in achieving sales success.
Sales knowledge is not a predictor of sales success; it is simply a measure of an individual’s knowledge of the consultative and relationship oriented sales process at this point. There are other desirable, innate, natural characteristics that contribute to sales success. These behaviors are measured through the use of assessments
designed to measure competencies.
Knowing how to approach a sales situation comes naturally for some salespeople. Other salespeople may need to improve their understanding and application of the consultative sales role to increase their sales effectiveness. You will see how you scored in each stage of the consultative sales process and general sales knowledge. Your report will highlight your strengths and areas in need of development. You and your sales manager can use this information to target your training activities and efforts.
Gavin Ingham reminds us that “knowing what to do is not the same as doing what you know.” Sales is about applying skills, not just knowing them.