Difference between a good and great salesperson – Gwen Wiscount
July 3, 2018
Startup Sales teams problems generally come down to three things;
Platforms - Processes - People
They either don't have the tools required or they have but are not using them properly. There is a fundamental way in which sales should be conducted. Having the right people for the right positions. When having these three things in line, you should have great performance from the sales team.
Having the right people for the sales position is key. Making sure they have the right demeanor to represent the company and product. You need to know what excites them and what drives them. It's not just about throwing a bunch of money at them.
A key factor to look for in a sales person is hunger. And the key difference between a good and great salesperson is their ability to look at everything as a team. We VS me mentality.
Taking a potential candidate for a beer, lunch or anything outside the office is a good way to see how they interact with others in order to see if they will be a good addition to the team.
Only when a process is put in place can you find failure points. With the process in place, you can also tell when it's a poor salesperson or the process by seeing if others are able to achieve their targets with the same process.
If you don't know how to build the process or know what facts and figures to look at, there are a lot of online resources to take advantage of.
At the end of the day, it doesn't matter what you are selling, there is a process to sell from start to finish.
Sales people are generally not detailed orientated so being so sets you apart from the rest.
Full Funnel has an extremely unique off boarding process. They will work with you for 30-90 days to help you find another job while being employed. They will be references for you and allow you to work part time. This is all because they stand behind not burning your bridges.
LinkedIn: Gwen Wiscount
Hubspot Sales Pro
What is your favorite sales or leadership book? Fanatical Prospecting - Jeb Blount
Do you have someone that you follow/read for sales/leadership ideas? A lot of sales groups and professionals from LinkedIn. Drift is the top of mind with Hubspot.
Are you available 24/7? Do you have strict personal time boundaries? She is available 24/7 however she had a work/life blend because if you have work/life balance, there will always be a time where one will be unbalanced.
What is your favorite tool used for sales? The Sandler Sales Methodology
What one piece of advice do you have for all the founders/CEOs/VP Sales out there? When you are going to market, be mindful of all the channels that you are using in order to get product market fit and gain traction. Be sure to have a very diverse channel strategy.