Success in Sales: 5 Success Factors that Matter

What does it take to be successful in sales? There's no easy answer because the list is long

. It's one of the great debates in the sales community - WHAT does it take to be successful in sales?

One indication of the debate is the response to a recent question posted on LinkedIn. The question asked:

What is more important in sales, great selling skills or expertise on the product?

The more than 250 respondents sales managers and sales professionals - were split with their answers. Many couldn't choose one over the other.

Why? Because both are equally important. However, to truly be successful more is needed! With our work with thousands of sales professionals over the last 12 years, we have found that the top performing sales professionals we know all have 5 Success Factors in common. They are:

Goal Transparency - Goals are written, specific and measurable. They are easily seen and detected by self and others.

Focused Energy- Personal energy that is exhibited each day. The energy is focused toward proactive and productive activities and is not diffused or scattered.

HumanConnection -The understanding of, and ability to connect with, others in communication, actions and ideas in the way that person prefers or needs.

Emotional Intelligence - The awareness of, and ability to manage, one's emotions in a healthy and productive manner. Being able to roll with the ups and downs of sales.

Expertise Skill and knowledge of industry, product, customer and sales process. This is more than just having the information; it's knowing the value of what the offer does for your customers and the ability to tie WHAT (the features) into the WiifT (What's in it for Them the benefits to that person.)

If you think about the most successful sales professionals, you'll realize these Factors are part of who they are.

The great debate on WHAT it takes to be successful in sales does not have ONE answer. Five Success Factors do form the foundation of long-term sales success. And the great news is that you don't have to be born a natural salesperson - these Success Factors can be developed over time.

So, don't just read the list. Print it out, gauge your strength in each factor then identify how you can strengthen each one. Being successful takes more than just selling skills and who you know'. YOU matter.

Success in Sales: 5 Success Factors that Matter

By: Nancy Bleeke

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