CAN WE CLONE OUR BEST SALESMAN?
DO YOU WANT TO DUPLICATE YOUR BEST SALESMAN?
Who would not want that?
I am one of those who believe that the sales team should be a mosaic, that is, a combination of sales people with similar and different characteristics. However, I would also like to increase the number of salesmen who exceed every sales target, find solutions to the problem in the most demanding sales processes and working environments, ensure that everything is carried out as it should be, and above all, can "sell" at any time, anywhere.
Well, can we really clone our best salesman?
In fact, the answer to our question is hidden in the sales process that a salesperson has to carry out, regardless of the sector or market dynamics.
It is possible to express it in many different ways, but I see a sales process as a 5-step journey:
1. Finding Customers
2. Relationship Development
Successful completion of these steps, which are easy to write but require a lot of experience using this logic, requires a lot of personal features. If we can move these features of our salesperson, which we are trying to find, to a platform with a smart algorithm, we can determine the closest ones among our candidates. This almost eliminates the pressure to evaluate a large number of candidates, which are the nightmares of Human Resources managers, in a short time, and provides the most suitable candidates with an objective tool that is not based on personal observations.
So what are the common personal characteristics required to achieve successful results in sales processes, or in other words, what are the personal traits of a good salesman?
In our work supported by Harrison Assessments, one of the leading talent management systems in the world, we have determined a lot of personal characteristics by using the data of the salespeople who successfully performed each step. Accordingly, the characteristics that must be in an ideal salesman were determined in order of importance as follows:
TAKING INITIATIVE: Understanding what needs to be done and the tendency to progress on its own
OPTIMISM: Believing that the future will be positive
BEING ANALYTICAL: The tendency to analyze the situation within the logic
BEING ENTHUSIASTIC: Own goals, enthusiasm and excitement about the subject
WANTING CHALLENGE: Being ready to try difficult targets or tasks
INFLUENCING: Tend to try to persuade other people
Apart from the above features, other features that are required at different stages of the sales process play an important role in the selection of the ideal candidate. Undoubtedly, by combining the features that should be in your sales type with the features of the best salesman in your sales team, determine the ideal salesperson profile and evaluate the new salespeople who will join the team according to these criteria.
DUAL Talent Match