When we recruit our candidates, we look for a series of indispensable skills for the role. We have come across with great and brilliant people, always willing to add value to their different projects. Most of them have a natural talent and know how to intelligently adapt to each situation.
However, these people, no matter how brilliant they are, will need a series of tools and methodology to achieve goals and sales success. That is why we sometimes find salespeople that achieved incredible results in one company, then switched to a similar one in terms of features and product, but their achievements, however, are fewer.
Take as an example Formula 1 drivers. We often see how drivers who have won everything change their team and leave a podium that seemed theirs. We also see less experienced drivers who add positions with a good car. It’s quite visible in these cases the huge influence of the motor and the team that makes the strategic decisions, such as when to stop in the pits or change some tires.
Going back to our business scope, there are many factors that can influence this, but considering a remarkable person that has changed to a similar company so it knows its product thoroughly – at least because they were competitors -, we must think or talk about methodology and tools.
On the one hand, there must be a good methodology in terms of being very clear about your interlocutor and target market, having a deep understanding about what your company is good at, as well as your competitors (you should know them as your own company!). In order to have a good methodology, we must also be very clear about the sales strategy and process, its phases and closure, so it’ll be super useful to have a Sales Playbook and clear guidelines.
On the other hand, tools are essential to have all your methodology meticulously organized, and in order to know where to safely collect the information exchanged with your client, as this helps both you and your client. It will allow you to be efficient and agile, adding real value.
The appropriate methodology and tools will help star profiles shine and allow to work well to those who are tenacious, but again, it is necessary to have specific personal characteristics (discussed in other articles) in order to develop a commercial role.
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