More than guesswork was required for this sales force to be named America's best
A recent survey by Selling Power magazine asked readers who they thought was the most successful person on their sales team. Possible answers included the rep with (a) the best product knowledge; (b) the best sales skills; (c) the best customer knowledge.
No doubt, hundreds, if not thousands, of sales leaders will respond to the survey. In an upcoming issue, readers will find out what percentage of executives chose each of the answers. The answers that will receive the most votes are anybody's guess. But according to Gallup Organization studies, it doesn't matter which one comes out ahead. Why? Because each answer is wrong. And, no, the correct answer is not "all of the above." The correct answer is none of the above.
That's not to say that the three factors cited above aren't important. Unless your salespeople are selling in a fantasy land, they're going to require a good deal of product knowledge, a reasonable understanding of the sales process, and some useful information about their customers. However, if you do a little homework and compare your best salespeople to your average performers, you may be surprised to find out how similar they are in all three of these respects.
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