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People who have good interpersonal skills, can persuade and influence the customers and go-get attitude can succeed in selling. There is lack of some of these skills in most of the sales people..
I am not sure of the statistics mentioned by you but from my experience what i have understood is that the majority of the prospects buy only once a certain level of trust has been built up. It might take lot of follow up calls (visits) to the prospects before he becomes your customer/client. Even though the company provides the necessary inputs to the sales personnel, still finds that a majority of them do not contribute to the success of the business. The reason is that most of them give up the prospect as soon as they get the answer "No" or "Not now" .during the first visit to the prospect. a go-getter without hesitation visits the customer regularly and obtains the order which might even take a year after prospect identification. As you mentioned the8% of the sales person in a company on an average may be GO-GETTERS.
Its combination of factors from personality match towards sales attitude to experience and exposure of markets. They develop personal relation in market and use them at right time to keep the edge over rest of team.
there is many reasons of this but the major one is post training follow up.
after you get new group and train them well once they exposed to market they forget application what they trained for on reality field
example .
they forget to turn features to benefits during call, which make the call just telling not selling .
or they forget to take commitment from customer.
so this is the role of supervision coaching them in double visits to show them that what we made in roll play in training must be applicative on reality field
Usually it comes from experience and seniority.
- Senior sales people have usually a kind of monopoly in the market that enable them to manipulate good opportunities.
- Experience allow you to identify sales opportunities more easily.
- Experience teaches you the key to convince each customer as you know the customer and doesn't need to learn him and his needs
I do not think this figure work in all business, when it happens the should be some factors like: sales man interpersonal, communication, technical and selling knowledge and skills, plus the experience, motivation and rewards and fair business environment.
I Agree with Mr.Ibrahim Hussein Mayaleh. Experience counts.
Ibrahim Hussein Mayaleh Business Consultant and Trainer at Self-employed
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I Agree with Mr. Salauddin Mohammad and Mr. Padmakumar Pathiyil
