It is Christmas Eve.

And if you are reading this post on December 24th after 5.  Stop.  Call, see and spend time with your family.  Work will wait.  There are other jobs. 

Your family needs you.

Remember what is important.

PS I Pubished this post on Sunday last week.  So Google's Servers are the only thing working this Christmas Eve. 

Merry Christmas to all and to all a good night.
http://www.christmas-tree.com/stories/nightbeforechristmas.html

The interview for Sales.

I have figured it out.   I will put sales reps on a 10 day reality TV show and watch them 24x7.  Only then can you truly get a read for their personality.  Lets face it.  Great salespeople are chamelons (SP)  They are trying to sell themselves in an interview.  And the best thing for them is they are selling the one thing they know everything about!

Even better.  If they should be considered for the position, you should really buy what they are selling.  Maybe this is why I like to find people that are not interviewing.  It is because they are just being themselves when you see them.

Anyway, make sure you get sales reps in a social, casual setting where they will get comfortable.  This way they will let their guard down.  Lunch or somthing like this.  Get the real colors.  I know that in my office I have one individual that has a unique skill of making people comfortable.  Talking sports or their family.  Anyway, they get people to open up and show their true hand.  Many times more then they would ever want anybody to know.  (I have to watch that myself)

Reading People

I have had several questions of what this means.  Well, it in the most simple way is determining what this person thinks, why they think it and what things influence them.

So, why is this important in sales? Should be obvious.  What buttons should you push.

More the question should be, how do you read people?

Not that simple.  It is one of those things that I think you have a natural skill to do or you do not.  However, like everything, you can get better.

There are some simple things. Things you probably learned in HS.  People who have a frown and crossed arms are probably not believing you.  Duh.

More complicated can be some other signs.  What is at the persons desk, what are they wearing, their use of language and more.  I wish I could give a simple explination of these things and how to read.  Hoever It would take a year long course.    I know that many times you can break down the behavior into
1.  Type A
2.  Ambivilant
3.  Social
4.  Analytical

Lets face it.  Most C-level people we sell to are not number 2.  A few are number 3.  Most are 1 and a few are 4. 

With number 1.  Facts, quick and to the point
With number 4.  Facts with support, spreadsheets.  More details are better.

Some of the other things I have seen are NEVER put a 2 with a 1 or a 3 with a 4.  Most times these do not get along well in a business setting trying to make decisions.

So what makes a good sales person?

Who knows.  I can only list some common traits that seem consistant.
1.  Competitive
2.  Able to speak to C-level people
3.  Either have a good knowledge or learns good knowledge of their field.
4.  Always learning and getting better.
5.  Consistant
6.  Able to read people

What is the difference between good and great?

Hard Working.  Or their ability to work even harder when things are going good, and even that much harder when things are not going their way.

All the above are things that are positive.  What are the negative traits?  Somtimes it hurts to look in the mirror by the way.

1.  Emotional (Great reps control their emotions.)
2.  Ability to think fast.  Make quick decisions.  (Right or Wrong)
3.  Don't listen real well (However can usually focus just enough to get by)
4.  ADD (Attention Deficit Disorder) 

I am sure there are more.

When people are riding you to do better that is good?

That means they care.  However if you are doing a bad job and no one says anything.  Then they have given up. 

Take the critisism as growth. 

If you are not growing, you are dying...