Take this true or false test to see if you are a sales pro.
Answer: Technically, this claim is true, or at least half true. In reality, there are more than 22 million sales people in North America right now. If you’re trying to narrow down a new employee search to find that one perfect candidate, we’ll give you a moment to absorb that colossal factoid.
Answer: This one’s false. Although being able to adapt to changing situations is a necessary skill for your sales toolbox, research shows that sales people who go into the room with a plan are more successful than those who just wing it.
About 60% of sales people go into a meeting with a detailed strategy in place. Moreover, those employees are a third more likely to close the deal than their improvising peers.
Answer: Unfortunately, for managers everywhere, this claim is accurate. Not only have a third of all sales people only been with their company for a year, the turnover rate for sales teams is more than 40% each year.
So why is the turnover rate so high? First, not everyone is fit for the job he or she has. Only 22% of sales people can be trained adequately for their positions, and even fewer will actually provide a return on investment for their company. Second, employees are always chasing new sales career opportunities.
Answer: Yes, in fact, research shows a hiring mistake costs between six and ten times a sales person’s salary.
Answer: While it varies among sales recruiting firms, this is usually false. Most sales recruiting firms offer ongoing training in addition to screening and placing candidates. Some sales recruiting firms also help companies with sales management as well.
Answer: Wrong again. Although you should never underestimate the power of a firm, high-quality handshake, the 21st century marketplace requires more technical skills. For example, 78% of sales people who fused their social media with their sales and marketing strategy outperformed those who didn’t (or couldn’t).
That being said, most experienced sellers agree that patience and perseverance are still the two most important qualities for a sales person to possess.
Answer: It’s true. An astounding 44% are either unwilling or unable to sort out the hard “no’s” from the “not right now’s.”
A survey of sales team leaders revealed that 63% of potential clients took three months to purchase, while 20% took a year or more to close deals with new customers.
While some of this information might make inexperienced sales managers anxious, it’s simply the hard reality of a competitive marketplace. Focus on using all the data you can find to stay ahead of your competition.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.