Are Great Salespeople Born Or Made?

As I travel the country providing training and coaching programs for organizations, at a certain point, I always ask the room to raise their hands if they are an introvert or extrovert. The results might surprise you and I ask this for a very specific reason. There is an assumption that extroverts are better salespeople. Born to be great at it. We hear the words, “They would be a natural salesperson.” But is it true? Before we get to the truth, let’s start with the results of my ongoing poll. On average, it’s surprisingly about 50/50. Some industries certainly have more extroverts. But some industries like manufacturing, where it’s common for engineering types to be converted to salespeople, typically have more introverts. But on the whole through all industries, in my experience, it works out to be about even.

Extroverts: Extroverts might have an early advantage from simply feeling more comfortable in a cold sales and conversational situation. There is no denying that being more comfortable connecting with new prospects is a strength in sales. However, I have met many extroverts that are good at the initial aspects, but not at the meticulous step by step sales processes, follow up and more. Some extroverts are great at sales and some are not. There is certainly much more to sales than being comfortable talking to people.

Introverts: For introverts, it can be more challenging to start cold conversations. However, some of the best salespeople I have ever worked with are introverts. If they can overcome their initial natural tendencies, recognizing that it’s best for them and the prospect, they are often the most conscientious, sincere and talented salespeople.

The Big Picture: There are certainly many other natural and developed aspects outside of personal comfort levels that can make someone great at sales. In my experience from working with all industries and company sizes across the country, all salespeople can get better. Myself included. It doesn’t matter whether we are an introvert or extrovert. Our process and our ability to always focus on improvement is what matters most. I have met salespeople who were great from the beginning and some that struggled and finally became great twenty-plus years later. Although some people will never be great at sales, the majority that are currently in sales positions are capable of becoming at least good or even great with the right training, commitment and effort. It’s a very small percentage that are great right away (born with it). Most have to work at it and transcend (made) to that next level.

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3 Things All Salespeople Must Have To Succeed

Although there are many similarities between sales organizations across the country, each is still very different and nuanced. Sure, there are common activities carried out by people with similar titles. But what does or does not get done and to what level when it comes to sales culture and structure, often differs greatly. If we are looking at what is minimally required for salespeople to succeed, it is the following:

1. A Strong and Strategic PROCESS

No salesperson can be consistently great without a strong process. They can have all of the talent in the world, but if they don’t have a roadmap of how to utilize it, to drive through EVERY sale, it won’t matter. Without a step-by-step process, based on intelligent strategies, there will be inconsistent results at best. A strong process has us repeating our most efficient and successful actions day after day like clockwork. That will always equal our highest numbers and closing rates and I have never met or worked with a consistently great salesperson who doesn’t have this.

2. Sales Training

Anyone who has worked with me has likely heard me say that one of the biggest challenges in sales is that you have to be good at so many things. One has to be good at up to all of the following: Prospecting, Cold & Sales Calling, Networking, Referrals, Overcoming Objections, The Appointment, Image, Follow-Up, Closing, Sales Psychology and more. Salespeople are like puzzles, each missing or needing improvement on different pieces. The best way to improve and become great at sales is via a strong sales training program. Without it, skills will likely improve slowly, if at all. Those not already great at sales, will likely never even become good. And those that are, can hit a wall and not continue to grow and improve.

3. Coaching/Management/Support

All salespeople need some form of coaching and or managerial support. Someone(s) who provides a foundation of support, goals, guidance and coaching through improving at their craft. One who can talk with each individual salesperson and identify what they need to reach their potential, is by far the most powerful. This enables a strong coach to help fill in the missing pieces for each salesperson, which results in raising the organization’s entire ship to the highest level.

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Why Salespeople Must Close Faster

The most common goal that sales leaders come to me with is that they want their salespeople to close more. This seems obvious of course as more sales equals increased profitability for the company. And the main reason organizations invest in a sales trainer/coach/consultant is to increase sales. There are many different training focus areas that can help increase sales, but one that often gets missed, is simply learning how (and why) to close FASTER.

Why it's crucial to close faster?

1. Closing faster means that a strong and consistent follow-up (and other) process is in place which ALWAYS equals a higher win rate over time.

2. How many prospects can one properly handle at a time? Let’s just say for example that the average is 10 prospects (likely more) over a two-month period. If we can learn to strategically close (or find out that it’s a no) twice as fast (in one month), we can now handle 20 prospects, or double in the same amount (2 months) of time. If effectively done, that WOULD equate to at least double the sales, but likely more. A secret of many elite salespeople is that they effectively handle many more prospects than the average salesperson, which equates to many more sales.

3. Closing faster with the right skills and strategies, also increases our win percentage. A common misconception is that giving prospects space and time to decide is the best approach. Although it sounds nice, it’s untrue. Time and space only gives them more time to lose momentum and enthusiasm for your product or service. It also gives them more time to potentially talk with your competitors or other options. The old clichés are true. Strike while the iron is hot, smell blood in the water, etc.

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