What are the competencies of a good sales person.

Here's a question that may seem silly but turns out not to provide as clear and precise an answer as one might imagine, despite its key importance: how do you define a good salesperson? 🤔

Is it:

❓ Anyone familiar with MEDDIC? BANT? MEDDPICC or any other commercial framework

❓ Someone who knows their product inside out and can explain it to prospects?

❓ Someone who has solid sales experience, 5 / 10 / 15 years?

Actually, for me, the answer is very clear. It is, among other things:

1️⃣ Someone who is hungry and willing to do anything (as long as it's ethical of course!) to succeed in sales. Including, and especially, things that are not in their initial comfort zone.

2️⃣ Someone who has the right commercial software between the ears: who is able to ask questions, who doesn't have a problem with money or isn't limited by limiting thoughts, etc.

3️⃣ Someone who has the techniques needed to follow the organisation's process and methodology.

Please note that 1️⃣ and 2️⃣ are much more important than 3️⃣.

So where does the complexity lie in finding a good salesperson? In the difficulty of evaluating these elements rigorously to avoid any nasty surprises.

Some examples of the key skills of a good salesperson in this video. And if you want one or more examples of sales profile evaluations, contact me and I'll send you some.

Some French ramblings below.