What makes a top notch salesperson? Many would say a thirst for knowledge. However, a limited number of graduate schools offer sales programs to quench it.
A large amount of salespeople fail to obtain the additional knowledge they need to excel, as well as the information required to apply it accordingly in the field. Tibor Shanto, contributor to Globe and Mail, recently wrote a column citing this overlooked problem in the industry.
Many salespeople know how to hit the books and do the research, but they’re unable to deliver when it comes time to spread their knowledge. Clients appreciate information and salespeople can guide prospects with their insight. However, dumping all of it out onto the table isn’t an efficient way to deliver information learned through old fashioned studying – this is unfortunately what typically happens.
“Advanced sales people, graduates of the school of experience, know that information gained through research should be used to spark a dialog, not a monologue,” Shanto wrote, noting his surprise at the lack of graduate programs with a focus on sales.
In this day and age, salespeople have an abundance of resources available to them, including sales automation tools and content management platforms. Learning how to use these tools in addition to hitting the books is critical to going above and beyond expectations.
Having the right knowledge is one thing, but knowing how to access it and use it effectively is another. For example, salespeople who utilize content management solutions put themselves in a better position to make a positive impression. Through software such as Seismic, they can ensure that they always have up-to-date business collateral that helps them drive discussions with clients and prospects.
While there may not be many graduate sales programs to choose from, there are still several resources for modern day sales teams to use to gain an edge. In addition to hitting the books, don’t forget that technology is your friend.