The Sales Gene
Is there a Sales Gene that makes some people naturally good at sales?
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The Sales Gene
Erick, one of our podcast listeners, wrote to ask if there is such a thing a sales gene. This is an excellent question and one that has built an entire industry of sales assessment companies who all claim to have behavioral assessment tools that can predict which people will succeed in sales jobs and which ones won’t.
If you have applied or been hired for a new sales job with a large company lately, it is likely that you completed one of these assessments as part of the interview process. The reason companies use these tools is the cost of hiring and subsequently turning over a salesperson is huge. Of course, on the flip side, if you accept a sales job for which you are not a good fit, it will disrupt your life, cost you money, and set you back in your career growth. That is why it is so critical that both parties get it right from the start. My good friend and author, Lee Salz, calls this the sales marriage.
This still doesn’t answer the question: “Is there a sales gene?” The problem with the sales gene theory is that is a zero sum thought process; meaning, if you subscribe to this theory, then you believe that people are either good at sales or they are not, and there is nothing that can change that fact. The sales gene theory doesn’t take into account the types of products or services that are being sold, the size of the company, the territory, the type of sales job, training, education, and the myriad variables that contribute to success or failure in selling. Because of this, I believe a much better question to ask is: “Why are some people, in particular situations, more successful at selling than others?” The answer to this question will help you understand which sales jobs are best for you; and for hiring managers, which salespeople are right for your organization.
Our motto at SalesGravy.com is simple. We believe that Sales Professionals are the elite athletes of the business world™. In my book, Power Principles I discuss the three keys to becoming an elite sales athlete. These three keys are Talent, Skill, and Desire and are absolutely critical to success in sales and, for that matter, anything you choose to do. Without all three you will be at best mediocre (and likely miserable), and at worst you will find yourself fired and on the street.
Like athletes salespeople must have some level of talent for their chosen career.
Your talents are your God-given strengths and govern what you will be good at and enjoy doing. Your talents determine whether or not you will enjoy the challenges inherent in sales as well as the type of selling you will like to do. For example, some people are great account managers. They have a talent for building long term relationships, solving problems, and customer service. They enjoy helping people. Some people have the talent for dealing with rejection and thrive as hunters. They enjoy knocking down doors and closing deals. Some people have talents that allow them to work in big companies and while others thrive in the startup culture. Some people have a talent for technical sales while others enjoy working in services. My talent, for example, is large complex deals, involving long term contracts, in the business services segment. On the other hand, I stink at transactional and consumer sales.
One of my favorite books on this subject is Discover Your Sales Strengths. This book is designed to help you understand your unique talents and use them to find a sales job where your talents fit the job requirements and the organization. Knowing who you are is important to understanding where you fit. I think it is also important to note that, although we all sell something no matter what our particular career choice, not everyone enjoys or has the talent for sales as a career. If this is you, please go do something you love and enjoy. Life is too short to spend working at something you hate.
Now just because you have the talent for sales doesn’t mean you are automatically destined to succeed. Just like elite athletes, top sales professionals hone their talents with training. They build their skills with practice, role play, seminars, corporate training programs, reading, podcasts, and audio books. There isn’t a single elite, talented athlete in the sports world you can site who does not follow a rigorous and consistent training regimen. Top Sales Professionals, who make selling look easy, do the same thing. Without training to build skills, talent is an empty package. It means nothing. This is why some people with lesser degrees of talent, who consistently train on and practice the fundamentals, outperform those with much more talent who have not developed their skills.
Desire is a requirement for success in anything you do. Before you can win, you have to want to win. Desire gives you the drive to train to become your best. Desire leads you to leverage your talents in the best way, at the best time, in the best environment. Desire is motivation, overcomes setbacks, pushes through road blocks, and creates unwavering focus. Desire is created on the inside and its flame is fueled by knowing exactly what you want. To harness your desire you must first define what it is you want, develop a plan, and write it down. Having these goals on paper drives you to take action and allows you to harness your desire to your build your skills and leverage your talent. Desire combined with skill and talent makes you unstoppable.
I could go on for another hour discussing how talent, skill, and desire work together to make you successful and happy. Unfortunately, with a five minute podcast we don’t have that luxury. So what should you do if you think that sales might not be your cup of tea, or if you love sales but are unhappy in your current job? You should stop, sit down in a quiet place, and think about what you are good at, what you enjoy doing, where and for whom you enjoy working, look for gaps in your skill level, and consider what you really want from your life and career. You may even consider taking a third party career assessment. This introspection will get you moving in the right direction and put you on the road to the success you deserve.
This is Jeb Blount, The Sales Guy. You can visit quickanddirtytips.com for tons of tips and advice for a better career and richer life.
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