Sales Human Resource Management

Author: Herb Goebel
Publisher:
Publish Date: 2002-08-01
Features: Why can some people excel in sales while others, despite the same amount of effort, achieve nothing? What leads to their success or failure in the field of sales? What characteristics and traits should successful salespeople possess? Unlike most positions in a company, sales offers a great opportunity for those who desire independence and freedom to operate. This book studies a group of people who have the potential to truly excel in sales, possessing unique qualities that make them suitable for the profession.
First, salespeople must view things from a unique perspective. While others fear rejection, they see opportunities; what others perceive as obstacles, they consider challenges and opportunities. So, what draws them to sales? What special talents do they possess? And what fundamental factors drive them to excel in sales? Through this book, we will clearly demonstrate the qualities that successful salespeople possess. We are dedicated to studying what drives successful salespeople and what sets them apart from those in other industries.
The key is to find the differences between successful salespeople and ordinary ones—why equally hardworking individuals can achieve vastly different results. Over the past 40 years, to understand these issues, we have surveyed over 25,000 companies, evaluated more than one million salespeople, and conducted in-depth research on 20% of them, sharing the findings of our research in this book.
In this book, we will describe a rare group of people. Through our research, we found that about one in four people possess the traits needed for sales, whether in consulting skills, relationship-building abilities, sales presentation skills, or quick and decisive closing abilities. However, only a small portion of them ultimately succeed in the sales industry. We realized that many who fundamentally lack sales abilities have also entered the field, resulting in extremely poor performance and widespread frustration.