Salesmanship typifies the competitive spirit of our economy. Buyers and marketers cannot be expected to recognize a good product/service unless it’s presented to them by a good Salesman. “Do you agree?”

 

 Salespeople can be as different from one another as black is from white, but not so in the industry they service, the profiles of the motivated passionate salesperson are admittedly similar and often overlap each other. I have listed a 10-point checklist that provides a meaningful profile against which management can measure the motivation of the salesperson followed by passion.

Remember: "The company and Sales Management have the power to motivate the sales team equal to its power to demoralize and demotivate even the best of salespeople."

The Checklist: Taking the lead from my way-back mentor Jack Berman, from his checklist, the following quantities and responses measure a salesperson's level of motivation, and it should be done by the direct manager preferably away from the office environment. (We’ll get back to that) A score of 70 to 100 will indicate that the salesperson is strongly motivated, a score of less than 70 should not be acceptable. The score per each Factor should be as follows, Low/3 points; Average/6 points; High/10 points:

Factor 1. CHALLENGE: Does he/she look upon selling as a challenge? Is the challenge eagerly accepted and acted upon?

Factor 2. RECOGNITION: Does he/she want to be seen as a champion by everyone important, the boss, the customer, other salespeople, competitors and my family & friends?

Factor 3. CREATIVITY: Does he/she dislike doing the same thing in the same old way and want to improve his/her performance or find a better way?

Factor 4. RECORD-SETTER: Does he/she want to better their record every year, and does he/she make substantial attempts to do so? Is he/she reasonably competitive and aggressive?

Factor 5. HELPFULNESS: Does he/she show genuine concern and helpfulness towards the customer & colleagues?

Factor 6. ENTHUSIASM: Is he/she sold on what they are selling, and the boss and the company they are working for and does he/she transmit this enthusiasm of commitment to others?

Factor 7. CONFIDENCE: Does he/she display assured confidence in themselves and the products when it counts (the salesperson may feel unsure on some occasions but will not show it)?

Factor 8. PERSONALITY: Does he/she like to be with people on and off the job? Is he/she happy? Does he/she spread joy? Is he/she the sort of person you would like to spend a weekend alone on a sailing or fishing trip?

Factor 9. APPEARANCE: Does he/she take clear pride in themselves? Does he/she convey that pride? They never overdress or over-groom themselves, they are always comfortable and tastefully attired for the occasion at hand.

Factor 10. INTEGRITY: Is he/she honest, open, and non-devious? Does he/she inspire confidence? Is he/she dependable? In a word, is he/she a person who can be trusted?

The other important quality not necessarily a factor is self-control, selling requires more self-control than any other occupation, if the salesperson can master this and scores 70 or more on this evaluation profile, he/she will become an excellent salesperson, and will be passionate for Success, for The Product, for Being the best, for Solving customer needs, for Learning & development.

Jean-Jacques Rousseau (the French philosopher) once wrote; “There is nothing more difficult to take in hand, more perilous to conduct, or more uncertain in its success than to take the lead in creating and introducing the new order of things”.

While it's true that this checklist will incorporate subjective opinions why not find out how this valuable addition will impact your total sales? 

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