Building Your Best Salesperson Avatar

Building Your Best Salesperson Avatar

There are lot's of great characteristics sales teams and hiring managers look for when growing their team.

Joseph Flanagan gives us his top 5 characteristics below, and how they can help you hire the best person for any sales position!

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'Sales Comp from a CEO's Perspective'

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“Copilot uses large language models, that's the technology behind GPT, ChatGPT, etc, to draw out insights from your sales deals, and these insights can be tailored to your methodology. So it's not just generic summaries of what happened, but specific elements like if you use MEDDIC, or Sandler,?or SPICED, Winning by Design, whatever it is, we can pull out from multiple conversations. Hey, here are the pains that were discovered in the call here are the objections you have or the questions asked your next steps here is pricing information. Here's the champion, here's the economic buyer”

- Rohan Sampath

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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor

The Five Pillars for Building Your Best Salesperson Avatar

By Joseph Flanagan ?

What the Idea Is: There are five basic characteristics that make up the best salesperson avatar in this industry.

Why It Is Valuable: Finding these five characteristics in the person you hire will give you the best person for any type of sales position:

1. An undying positive attitude.This is the most important characteristic, because it is what people respond to the most; a positive attitude keeps you going. If you have the right attitude, you are one step closer to the next yes. You must live it and feel it.
2. Exceptional at the art of asking good questions. Anyone who has had some success knows it is not what you say; it is about asking the right questions and listening. Then the prospects will tell you what they want—their priorities and desired outcomes—and you will easily be able to get the correct information.
3. Ability to shut up and listen: Do you have the patience and the dis- cipline to ask and shut up? Allow your prospect to tell you the road map that will show you where you need to go.
4. Understanding of the product: Know why this prospect would want your product/services. Be able to clearly articulate their value and uniqueness.
5. Grit. The salesperson must have the toughness, the willingness, and the discipline to do it over and over again.

How It Works: Hire to these criteria. Using assessments (such as the Wonderlic Evaluation, used by the NFL) helps create a better hiring process. Also have the candidates take a sales aptitude test and a GRIT test.

I suggest that you be very disciplined in the use of CRM, as well as SalesForce. Tracking the activities that take place with each prospect will tell you if you are succeeding.

We developed a call cadence that is effective in the inside sales world. “Front Spin” is one software we use; it allows you to create and craft a roadmap for the sale, which then allows you to build the cadences inside, laid over the CRM, and it does the work for you.?