There’s been a raging debate in one of the forums I follow – “Can anyone be a great sales person?” It’s a loaded question with no clear answer, and the back-and-forth comments show a split among numerous contributors. The problem with the question is, it leaves too much to the imagination. There is no context; type of people, are they already in sales, do they have trainers and coaches, and how much time do they have to become great? (The list could go on)
While reading some analogies given about athletes, it occurred to me that great athletes do possess a genetic advantage, however, they also spend their life training. The average high school varsity player (far from professional) spends all week training in order to play one two-hour game! But in sales, the average player spends 1 day training to compete the other 364 days/year (minus whatever weekends and holidays/vacations you actually completely disconnect from your Blackberry – which is rare these days). How can sales managers expect their team to win with this kind of training regiment?
Am I missing something? I’d love to hear your comments…
© 2010, David Stelzl