Sales Training is Much More About Great Attitudes Than Superior Sales Skills

Have you ever wondered why some of the best salespersons are not the most knowledge sales professionals respective to their sales skills? Possibly, he or she cannot tell you how to:

Fact finding
Turn stalls into objections
Deliver excellent presentations
Close (I prefer to say earn) the sale
Explain their overall selling process

Yet, month after month, these folks continue to meet or exceed their sales goals. And, you as the sales trainer, the human resource person or the CEO continue to shake your head as to the reason why. Why do some excellent sales team members continue to perform while having sales skills that are minimal to average at best? And the better question is how can you replicate the success of these anomalies?

Possibly, these statistics from a national sales association may help answer that question"

48% of all leads are not followed up
10% of all professionals make more than 3 contacts
80% of all earned commitments are made between the 5th and 12th contact

Looking at these statistics, the answer is truly not found within knowledge or skills because most professionals know that they need to follow-up and to keep calling. The answer is really about great selling attitudes and habits.

Recently when speaking to a group of business people including selling professionals small business owners and C-Level executives, all said that they wanted to increase sales. Yet, when I asked if they had followed up on all leads, no one could respond positively. Did these individuals know that they need to do the follow up? Of course, they did. So why did they not follow-up? The answer again is all about having the necessary positive attitudes and habits more than great selling skills.

Those people who meet their sales goals probably have far greater positive attitudes and habits than all those professionals with super sales training and skills. These individuals keep going and going, much like the Energizer Bunny, demonstrating the basic behaviors necessary for success. Sales Coaching Tip: Using a proven goal achievement process reinforced with a proven goal achievement tool can help to establish the necessary sellings attitudes and habits.

When reviewing the plethora of sales training programs, many examine how to acquire or develop sales skills as mentioned early. The emphasis on how to build positive attitudes and sustainable habits is in many cases not present. Sales Coaching Tip: Learn how to separate the real problems from the symptoms disguised as problems.

Possibly, this is why sales coaching has experienced such a dramatic increase these past few years. This type of sales training focuses much more on the individual and what is keeping him or her from success.

Take Action Sales Coaching Tip: If you want great people who actually sell and meet goals or targets, then look to developing the necessary positive attitudes and sustainable habits along with filling those gaps in sales skills.

Take this free sales skills assessment to help you increase sales.

Chicago Sales Coach Leanne Hoagland-Smith helps to achieve Sales Goals because the real Issue is not "Do They (you) know it (Sales Training), but "Do They (you) want to do it? (Sales Attitude)

Receive a special offer for Leanne's sales coaching book on how to be the Red Jacket in the Sea of Gray Suits.

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