What makes a Good Sales Rep
What makes a great sales rep?
What makes a good sales rep is a subject that I am asked
about often and have fairly good answers for. Given that much of my belief
about sales success centers around the idea that sales is 80% learned and 20%
innate skill, I focus my response around the qualities that are going to help
sales reps LEARN.
There are the obvious qualities like basic intelligence that
are important. It is critical that your sales reps are going to be able to
comprehend skills and topics in terms of their importance. The other skill in
this area, however, is how quickly and easily they are able to take the skill
or topic and mirror it or simply regurgitate. When I think of regurgitation, I
am not looking at it in a demeaning way. I actually think the imitation ability
- to take something that works and use it - is a sign of a potentially good sales rep.
What to Ask in an Interview determine a Good Sales Rep
When I interview sales reps, I will often ask them a
question like, “What makes you pick or want to pick sales as a career?” I will
typically get a response which they “think” I want to hear like, “I am
competitive and I thought it would be a great fit” or, “I like solving problems
for customers.” These are great answers and often true, BUT I also remind them
of the obvious, “Do you like money?”
Most will of course say, “Yes!” I then ask, “Shouldn’t that
rank really high on your reasons to pick sales as a career?” Most of the time they
will again agree, “Yes!”
I then ask them the same question, “What makes you pick or
want to pick sales as a career?” and I wait to see what their answer is.
What are you ultimately looking for a good sales rep to do?
What I am ultimately looking for is their ability to pick up
direction. They just told me that “money” ranks high on their list. It’s simple;
I am looking for them to refine their answer by including “money” as a key
factor in why they have chosen the sales profession. It is an easy way to see
if they are able to pick up a mirror skill quickly or not.
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What Sales Leaders are Saying
VP of Sales
"Emily's sales playbook in a box is exactly what an early stage sales leader needs. She is a model salesperson in nearly every way: her process, discipline, creativity and consistent achievement are all exemplary. Every Sales Leader would love for each AE to operate like Emily; now they can."
San Francisco
VP Global Sales
"Emily has the unique ability to take complex and advanced sales skills and break them down in a way that is super easy for my sales reps to digest, comprehend and most importantly execute on!"
San Mateo
VP of Sales
"Emily was a key part of building our sales process at BrightEdge. When she joined she quickly became the top performing rep and began sharing her knowledge with the team. She coached our top performing SDR's to better efficacy in their cold calling approach, developing a process that was then used across our team globally. Emily's sales approach was clearly working and she ran a series of trainings for our Account Executives on her process. She drove change in our discovery call process that included restructuring Salesforce set around her effective approach. Emily developed more robust and systematic objection handling including turning a key "deal killer" objection into a call to action to purchase. She also refined our approach for creating business cases and developed a template used across the team. In short, Emily content and guidance had a huge impact on the sales process of our SDRs and AEs. The people she mentored and who followed her process closely were top performing who went on to be promoted at every level."
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About Emily
the Author
I have been selling software for nearly 13 years and have been the #1 sales rep at every organization I have been apart of. I would often outsell entire sales teams of 4-5 reps in a given month or quarter. I am not some kind of sales prodigy or savant. The reason I am good at sales and was the top sales rep, was because I LEARNED how to do it. SALES IS 80% learned and 20% innate skill. Writing these guides is my way of giving back to the community and giving Sales Reps and Sales Leadership easy yet effective tools to increase revenue.
Sales Guide for Sales Reps
Written by a Sales Rep for Sales Rep. This guide is purely tactical information that you as a sales rep can implement into your selling behavior immediately to drive near term impact to your quota and achievements.
No sales theory, no complicated sales process or sales methodology, no fluff.
The Guide contains:
- Training Content
- Sales Agendas For Each Stage of Sales process
- Scripts (Pitches, Meeting Opening, 60 Sec Elevator Pitch, Meeting Closing)
- Business Case Templates
- Email FollowUp Templates
- Forecast Calculator
- and much much more!
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