What is Sales Cybernetics? - Continued

Have you ever wondered why it is that some people have the ability to consistently deliver higher results and at the same time never really exhibit any overt traits or selling skills?

Some people will tell you that it’s all about the personality of the salesperson.  There is no doubt that personality plays a major part in the way a salesperson presents themselves and at the same time it is undeniable that ‘people buy from people’ - those they generally like or feel an affinity with.  However is it possible to become a good salesperson just on the basis of who you are?  Can you build a reliable and high performing team just by selecting the right personalities?  Then there is also the challenge that some higher performing salespeople are not always the most likeable.  We would often use words to describe good salespeople that are not considered attractive, words like; selfish or self-absorbed, hard-nosed, tough, tenacious, perhaps even pushy or overbearing.

Sales is generally a tough and demanding environment in which to be.  Some people thrive in this environment, others struggle and suffer.  For most commercial operations, sales is a fundamental function and without it there is little chance of building and maintaining a sustainable business.  In particular, the more competitive environment we live in today gives consumers more choice and buying power – selling is getting tougher.  Getting the edge in sales and having the opportunity to turn up the volume is essential for any business looking to compete, survive and grow.