The form of Sales pipeline tell a story – part 1
One of the easiest analysis is to assess the form of the Sales Pipeline. Easy but very informative about the commercial capability and performance of that sales person. Or collectively of that company.
Finding the right sales manager or sales executive is one of the hardest recruitment jobs. Even mediocre sales pros know how to sell themselves, which makes selecting the best candidate a challenging task.
Let me support you in this selection process in discussing the must have competences for any sales manager or executive.
Domain Expertise
With an increasing complexity of technology, domain expertise becomes more and more relevant. Founders and managers underestimate the time it takes to build up a relevant network and to learn the language and the characteristics of a specific market. Domain expertise will also build trust that is crucial for companies in their early stages. You cannot expect success from Sales Executives who can’t explain their product and technology to customers in sufficient detail.
Customer Understanding
“Seek First to Understand, Then to Be Understood” one of the 7 habits of Highly effective People is the guideline here. Since most customers are well informed about different alternatives, domain expertise of your customers is crucial. Making a connection between your offering and their challenges and struggles is essential.
Pro-activeness
In a Startup or Scaleup, your brand awareness and position is probably very limited and new deals are not flying in. You have to reach out to your target group in many ways and forms to create attention and interest. See opportunities, initiate, learn and adapt and start again (many times).
Planning and organizing
This might not be the first competence that will come up to your mind. But successful sales people have in common that they are well organized and disciplined. In a B2B environment, especially serving medium-sized and large companies, different meetings and interactions need to be scheduled in time and need a follow-up.
Persuasiveness
Persuasiveness is not just telling your message in different forms. It is tailoring and adjusting your message to appeal to your audience and to anticipate on their expectations.
Perseverance
As a sales executive, you need to have a drive to keep going although you are rejected many times. This not just optimism, but the full commitment to do what it takes to achieve your target.