Successful sales teams are crucial for the commercial success of businesses. There is a lot of discussion about how to put together such a team. There are many different sales types. DNA often determines who is a top talent and who is not, but that does not mean that they cannot both improve every day. Getting to know your own profile is the first step.
Top salespeople score on average 30 per cent better than their colleagues. But a team with only Ronaldos or Messis is not necessarily the best one. It is about finding the right balance. In sales terms, you not only need hunters who constantly bring in new business, but also farmers. The latter try to achieve more turnover by constantly selling to existing customers.
Determine your sales profile with a personal effectiveness training course
How do you find out what your sales profile is? What gives you energy? Are you good at closing deals? Or are you better at building good relationships with your customers? When you know what type you are, you can improve. On a personal effectiveness training course, for example, you discover what you already do well, but also what you are not yet good at.
Watch out with psychological tests
To get a good idea of what type you are, there are psychological tests. For example, there is the MBTI test, to get a picture of the differences in people’s personalities. Or the Management Drives test, about people’s drives and colours.
The problem with many tests is that they are not scientifically validated. Some are even demonstrably incorrect. Instead of motivating you, such tests can give you a false self-image. In addition, these tests look from the outside in. Your behaviour is analysed and categorised: for example, you are introverted or extroverted. This information is then translated into drives. What remains invisible is what really drives people’s behaviour. Patrick Vermeren, author of the book “De HR Ballon – 10 populaire praktijken doorprikt” (“The HR Balloon – 10 popular practices popped”), is someone who is critical of various tests, including the MBTI test. In this video he explains why.
Talent. It’s in your DNA
Our behaviour is the result of biological processes. Your DNA is the starting point of your development as a human being and determines your talents. In recent years, we have been discovering more and more about the role our genes play in who we are and how we behave. For example, you can research genes that play a role in our brains and that are important during the sales process. With the advent of neuroscience and genetics, it has become clear that the way you behave is largely dependent on how different biological systems in your brain have developed during your lifetime. What talent have you inherited from your mother and father in the form of DNA and attachment styles, and how have you developed this in your personal and professional life? Understanding these processes helps us to manage our behaviour more effectively. When you work on the basis of your natural talents, you perform optimally.
Nowadays, we are able to determine your talents as a salesperson by means of a DNA test. Are you good at spotting new opportunities or are you good at establishing long-term relationships with customers? Are you good at adapting or responding to corporate politics? Are you focused on acquiring and sharing knowledge? All talents for effective salespeople. Knowing where your natural talents lie and in what areas you can improve yourself is an excellent starting point for your development.
You can start tomorrow with smarter selling to make more commercial impact. Would you like to know more, for example about a personal effectiveness training course? Then get in touch with us!