All of us who work in companies (industrial or service) know that the success of a sales transaction is largely linked to the nature of the interpersonal relationships between seller and buyer and, consequently, depends on the salesperson's personality traits. Moreover, experience teaches us that when a salesperson leaves the company, a large part of the client base leaves with them.
It is in this sense that we believe it is not only valid, but fundamental, to explain a core of personality characteristics whose presence is indispensable for the professional success of the salesperson, regardless of the type and content of the sale, and also a set of interrelationships within the sales team that will achieve synergy and, consequently, the best results.
It's common, then, for us to use general and specific tools in the selection process to assess a person's overall sales disposition and, at the same time, build an individual profile based on the personality traits that play a key role in sales professions.
Now: what do we do when these salespeople aren't working alone? Or when the goals are for the sales team, not individual goals? (something we strongly support).
That is why we think and propose the need for a comprehensive diagnosis of the sales team, where the analysis addresses the group as a whole and allows us to see the interactions and their results.
To understand each other better, we need to see:
• Motivators are assessed through a group activity that analyzes the reason for the behavior, the individual and organizational motivational axis: what are the individual motivators and how intense are they? What attitudes are the strongest? What are the group attitudes? What/who dominates the commercial group?
• Sales behaviors relate to how you sell, what sales style you have, and analyzing individual and group strengths and weaknesses, associating behaviors with results.
The next step is to make sense of this in individual and group reports, highlighting strengths, weaknesses, and leverage points. Finally, we deliver a complete study with team maps and comparisons, bring the group together to present individual and group findings, and recommend action plans.
We can say that if we have a "sales team," we must evaluate it as such and not just individually. This way, we can verify its potential as a group, its weaknesses and strengths, and implement actions aimed at generating synergy between individual characteristics in pursuit of organizational goals.
Since we're just getting started in the new year, we think this is a great topic to consider.
