My clients often ask me to assist in developing existing personnel, or help in developing a New Hire Sales program. I ask them to define the requirements for success in each of the following areas for sales personnnel:
Let’s look at each:
Knowledge would include:
- who to go to for what
- how to work the systems the company uses
The attribute least examined and perhaps the most important to create an effective sales team in Attitudes/Attributes and Qualities requirements include:
- self starter
- team play
- ability to work in a chaotic environment
This definition also helps with hiring the right people by adding experience to the criteria in hiring.
Do yourself a favor. Delineate the knowledge, skills and attributes that are the most important to be successful and pick the one or 2 most important to improve for 2012.