Thursday, January 26, 2012
Sales Rep Optimism - Key to Winning
After watching today's 5-minute video on SellingPower.com, I thought about the psychologist's one-sided premise. I'd like to present Side B to complement his hypothesis. He took the employer-centric view because he wants to sell candidate evaluation services. He suggests that companies must look for people who have optimism built into their DNA because it can't be taught. I agree, but I also believe that there are company-centric and transactionally oriented companies like Oracle, HP, EMC, Sprint, Salesforce.com and many others that cause sales reps who are naturally optimistic to suppress this trait because they just can bring themselves to opt-in.
It's likely that an innately optimistic sales person with the necessary professional and technical skills along with a natural competitive drive will produce average results if their company does not possess its own DNA traits that build employee and customer allegiance. Otherwise, sales reps won't commit their personal resources, only their time and physical energy. Yuck!