Great salespeople are born, not made.
This is an assertion made by the good people of the Gallup Organization, leaders in the areas of strengths based management and employee engagement. Gallup’s research found that great salespeople (about 25% of the sales population) possess certain innate strengths that when matched with the right role allowed them to perform at a high level. Anyone who has ever searched for talented sales professionals knows that although it is not quite at the level of “needle in a haystack,” it is anything but easy!
Searching for sales talent is indeed difficult, but when armed with the right strategy, and with realistic expectations for time and resources invested, the outcome can be a highly productive individual who can meaningfully alter the economic picture of a small business.
If you're a salesperson, what do you think? How important is the right strategy to achieving expectations?