| Business Development Officer? Business Procurement | | | | Million allocated to his budget for the following year. He |
| Specialist? Did you know these types of titles for | | | | went on to demonstrate to me how the organization |
| salespeople can ultimately rob your organization? | | | | “would ultimately benefit from the additional spend |
| As a Sales Management Training Consultant, I often | | | | with a better Return on Investment (ROI)…” |
| notice business cards from salespeople with titles that | | | | As he was explaining this to me, I began to smile and |
| require some effort to decipher. As I inquire further | | | | chuckle. Initially, he probably thought I was being rude. |
| about their role, eventually it pops out – “I’m in | | | | Then I asked him “So, you are trying to convince |
| sales”. It makes me wonder, when did | | | | the Executive Team to give you an additional $3 million |
| “Sales” become a five letter word that can no | | | | for your budget, correct?” “Yes.” He replied. I |
| longer show up on one’s business card? It gets | | | | then added “And you can support the benefits of |
| deeper… | | | | doing so, correct?” “Yes” he replied again. |
| Building high performance sales organizations is my | | | | “Are you sure you’re not a salesperson?” |
| specialty. Much of my success is a result of a startling | | | | He sat back in his chair and smiled, I could see the light |
| discovery made years ago – there is no proven | | | | bulb turn on. My point dawned on him. I eventually gave |
| correlation between Personality and Sales Productivity. | | | | him some coaching on how to think more like a |
| This discovery enabled me to lead a team that | | | | salesperson and improve his sales presentation. |
| transformed a $40B business unit into a $60B business | | | | Why Measure Sales Identity? |
| unit in 18 months for a Fortune Global 500 company. | | | | Measuring Sales Identity can ultimately save your |
| How? We recognized anyone can succeed in sales | | | | organization a substantial amount of money long term. |
| despite personality. Sales is simple if you learn how to | | | | How? |
| master sales behavior intelligence and develop your | | | | Organizations all over the globe are challenged to hire |
| salespeople accordingly. Sales is about behavior and | | | | high performance salespeople, not doing so can be |
| our proven sales system is built on the 25 behaviors | | | | costly in terms of sales results, hiring and training costs. |
| that is proven to impact sales productivity – Sales | | | | Recent studies show, the average cost of hiring a |
| Identity is one of the behaviors we measure. | | | | poor performing salesperson has swelled to over |
| What is Sales Identity? | | | | $100,000/year. Think about it, how much are hiring |
| Sales Identity measures a salesperson’s pride of | | | | mistakes costing you? |
| the sales profession. If a person views selling as noble, | | | | Research shows – salespeople with weak Sales |
| they are considered to have a strong Sales Identity. | | | | Identity will under perform within 6 months of joining an |
| The opposite is true for those who view a sales | | | | organization and ultimately “self select” out of |
| position as something to be ashamed of, they are | | | | the sales profession within 18 - 24 months. In fact, we |
| considered to have a weak Sales Identity. | | | | found people with weak Sales Identity prefer to apply |
| Selling is noble, we all sell everyday whether we realize | | | | for “sales” positions with deflected titles |
| it or not. However, selling is often perceived negatively | | | | because they insinuate less sales accountability. |
| because of bad experiences. To some degree, | | | | Unless detected, salespeople with weak Sales Identity |
| society tends to cast a negative light on people in the | | | | will struggle and steal valuable resources from your |
| sales profession. Due to the strength of society’s | | | | organization via increased turnover, higher training |
| misguided views, some sales professionals feel shame | | | | costs and poor sales results. Here are 3 simple steps |
| and are compelled to hide their sales position and | | | | to protect your organization going forward: |
| adopt deflected titles such as, “Business | | | | Step 1: Remove the Identity Crisis |
| Development Officers” or “Procurement | | | | A surefire way to jeopardize long term sales |
| Specialists”. Such behavior is proven to be costly, | | | | productivity is to have your organization struggle |
| read on... | | | | through a sales identity crisis. If the role is a sales role |
| Some people refuse to accept the notion of selling | | | | – title it as such. Top performing salespeople |
| altogether, even though they are in fact trying to close | | | | absolutely love sales and prefer to be called – |
| a deal. A classic example… | | | | Sales Representatives. Having deflected titles attracts |
| Recently I was on a flight to a sales conference in | | | | weaker performers who will struggle to get out of the |
| Atlanta and I struck up a conversation with the | | | | ranks of mediocrity long term. |
| gentleman next to me. Our idle chit chat led into a | | | | Step 2: Monitor Your “Motivational” Costs with |
| careers conversation. He shared with me how he | | | | Sales Reps |
| worked for a major home improvement company in | | | | If you find your sales organization spending more time |
| charge of the distribution centers in 4 states in the | | | | on motivating sales reps within the 6 – 24 month |
| South and Southwest. After explaining my role as a | | | | window of being hired, you may have a Sales Identity |
| Sales Management Training Consultant and how I help | | | | issue. Depending upon the severity, there may be |
| sales teams and salespeople. He immediately | | | | hope. |
| responded with “I could never be a | | | | Step 3: Know What You’re Hiring, Prior to Making |
| salesperson!” We continued our conversation and | | | | the Offer |
| he explained to me that he was preparing for a major | | | | Hiring mistakes pertaining to sales positions can be |
| presentation with the Executive Team of the | | | | costly! Use an assessment tool that measures the |
| company because he felt he needed an additional $3 | | | | Sales Identity of your candidates prior to hire. |