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Problem

Develop a list of skills and characteristics that distinguish between high performers and average performers in a sales organization. Next, average performers.

Step-by-step solution

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Step 1/3

A sales employee requires certain skills that are required to carry out the job of sales. Some people are good in carrying out the job of sales as compared to others. There are certain skills that differentiate good performers from the average performers.

Step 2/3

Following are some of the skills that are possessed by high performers while carrying out the sales process in an organization:

• High performers generally possess excellent communication skills. They are good in both oral and written communication.

• High performing sales people general possess excellent convincing skills. They are able to send the message across to the customers.

• Sales people that are high performer have excellent knowledge about the product and processes of the company. They know about the different variants of the product. They have all the details about the product specification.

• Proper knowledge about the target customers is also one of the things that separate the high performing sales people from the average performing people.

• Customer’s taste and preferences are also known to the high performers.

Thus, these are some of skills possessed by the high performers that separate them from the average performers in the organization.

Step 3/3

Following steps can be taken by a company to improve the sales skill sets of the employees:

• The company can provide training to the sales people about various processes. Training can also be provided by the company about the products of the company, its major competitors and the strengths and weaknesses of the product.

• Information obtained through market research regarding the trend in market about the products and the opportunities available for the company can also be provided to the sales people. This will make the sales people more confident about dealing with the sales process.

• Case studies can be created about the process of selling and it can be studied by various sales staffs. This would educate the sales people about the rights and wrongs that might have taken place while being on the ob.

• Constant feedbacks about the performance of the sales people should also be provided. This would iron out the weak areas of the sales people.

Thus, following step scan be taken to improve the skill sets of the sales people while being on the job.