It’s better not to hire, than to take on the costs and time required to bring someone on who can’t hunt & close the business you need. So, what are the traits of success of a salesperson with a real ‘hunter’ mentality?
- Strong “fire in their belly.”
Successful hunters wake up each day rekindled with an innate natural drive to succeed. They are consistently driven by their ambition to be the best. They usually set high personal goals, have confidence in their abilities, and have a high level of energy in their daily work.
- Creating value and demand.
A-player sales people understand that they are not order takers simply fulfilling demand but must create a demand for a particular product or service. They have the skills to communicate the value of their products or services and deliver solutions that will sort out the unique pain or problem of each prospect.
- Taking control of the sales process.
It’s easy to get caught up in the prospect’s process and not take control of the buyer/seller dance. Taking control requires confidence, assertiveness, and an ability to influence others. Strong and effective sales people set appropriate expectations. They make sure they and the prospects agree on each step so are on the same page throughout the sales process.
- Taking action.This one is obvious. Do they act without needing direction? Some salespeople with apparently good track records were order takers, not business hunters. They will sit on their hands waiting for someone else to make a move or that call back.
Successful hunters do not suffer from “analysis paralysis” or have many reasonable explanations why they don’t have enough on-target appointments, aren’t picking up the phone or going on sales calls. They set their goals and intend to achieve them. They take regular, effective, and consistent action.
- Taking responsibility for their results.
Too often people make excuses like, “I was given the worst territory” or “This economy is just too tough.” But not the hunters; they attack their goal no matter the obstacles. They take responsibility for the things they can take action on.
- Adjusting their own behaviour & style.
Great hunters adapt their style and understand the impact on others. They don’t just force through sales. They figure out what will grow their prospects’ trust in them, and build confidence and rapport. They never blow out deals by coming on too strong, and know how to make sure prospects don’t go quiet and hide behind voicemail.
Self-motivated driven determined salespeople love to find new business day in and day out.
When you interview, dig deep so you are certain they’ll be the hunters you need. Hire them and pay them properly. Manage them well.
Apply these criteria to your existing team. How do they shape up? If you need help in assessing them, call your local Sandler Trainer who can show you an easy way to evaluate the team.
Do not allow star players to break the rules, ignore your sales process or fail to record progress on the CRM. Reward them well – and invest in their development.
If you need people on your sales team who truly love the hunt for new clients, it’s essential to structure your team and your recruitment process to discard the order takers or move them into an order taking job, and find and nurture the killer traits for sales success. Look for these 6 traits, and you have the basis for creating a successful sales team.