Picture the announcer in the middle of the ring broadcasting- "In this corner, wearing the red shorts we have the challenger, weighing217 pounds, winner of this year's collegiate championship, introducing SalesMindset. Defending the long-standing domination of this event, winner of 35title bouts, defending heavyweight champion, weighing 224 pounds, in the blackshorts, please welcome Sales Courses."
Can you imagine two heavy weights like Sales Courses and Sales Mindset squaring off in the ring? It mightbe one exciting sparing match. Both are critical to ensuring salesprofessionals get to, and remain at the top of their game. Which is mostimportant?
Sales Courses isa very broad category that includes everything from sales process, productknowledge, dealing with objections, open and closing skills, prospecting,territory management, listening skills, networking, presentation skills, andfunnel administration, to name some of the assorted topics. This is not a shortlist. The sales rep would ignore any of these items at his or her peril. Manywould be correct to think sales training would rank right up there, perhapsbeing the hands-on bet if you were to wager who would win the match.
Sales coursesprovide knowledge around specific topic areas a sales rep needs to beproficient at their job. There is no point going out to sell, not knowing yourproduct, the process to book the sale, how to deal with client concerns, orwhere you should be going to find a prospect. Most companies invest heavily insales training, especially with new sales representatives. They can't afford todispatch the company's ambassadors poorly equipped. It is in their bestinterest to train them well.
Sales mindset is perhaps lesser known, less discussed, and aless visible contender. In fact, many sales forces don't pay much attention tothe psychology of selling. Some sales leadership survived their selling careersbeing told, "Activity is everything", and when the activity wasn'tthere, the sales manager reached for a bigger stick. Times have changed. Todaywe have a much better understand of the sales psyche. Focus, confidence andmotivation are what I refer to as "below the line" subjects,collectively referred to as mindset. Sales mindset development is a specializedarea critical for success.
Sales mindset has evolved from cognitive behavioralpsychology. It suggests what we are thinking about today will determine ourreality tomorrow. Research has found that successful sales people are morelikely to engage in constructive thinking while unsuccessful sales people areprone to think in counter-productive ways. The best sales people are effectivethinkers. They think in a way that helps them perform at an optimal level.
So will the red shorts or the black shorts win? In theperfect world, our match would end a draw. Let us assume the recruitment andselection process has filtered for sales competencies. The learning anddevelopment teams today are right to begin with sales courses. The reps need to understand the company's salesprocess, the products, and acquire the requisite selling skills.
Once the salescourses are covered, the rep has had an opportunity to practice and becomeproficient. At this point, it is appropriate to turn development efforts tounderstanding and leveraging sales mindset. Learning how to become an effectivethinker and align ones thinking with the thinking of top performing salesprofessionals can lead to new levels of sales success.
Professional athletes and sports teams have long understoodand valued the concept of leveraging mindset. In any competitive environment,it can be a challenge to stay optimistic, focused, motivated and productive dayin and day out. Once they have mastered the skills of their sport, theycontinue to practice and practice. They complement their physical activity withtheir mental activity to reach new heights. The same holds true for salesprofessionals.
In summary, there really isn't a winner or a loser here. Itis more a question of sequencing. It is safe to suggest the new salesrepresentative begin with sales courses,and once the basic activities and competencies are mastered, they move ontodeveloping their sales mindset.
Sales training and sales mindset can combine to be powerfulallies in sales success.
About the Author:
Clayton’s mission is to help people become more successful. He is co-creator of Salesopedia.com “The World of Sales from A to Z” Learn more at http://www.salesopedia.com
Article Source: ArticlesBase.com – Sales Mindset Vs. Sales Training