For most companies, the need for profitable revenue growth never stops. Unfortunately, the growth of salespeople does. As reported in Talent is Overrated by Geoff Colvin: “Extensive research in a wide range of fields shows that many people not only fail to become outstandingly good at what they do, no matter how many years they spend doing it, they frequently don’t even get any better than they were when they started.”
If you ask a recruiter at Google what they are looking for in a new hire, they will say “Googliness.” Best explained, “Googliness” is essentially a smart, collaborative, humble, optimistic, and not-afraid-to-be-goofy person. But how on earth can you identify these blend of traits in a pool of 75,000+ applicants per week?
If you’re lucky enough to be the latest brand new shiny thing to hit the market you’ll be basking in the warm glow of uniqueness. And if your innovative new product or service offers terrific value to your customers, that they can’t get elsewhere, you’ll have an audience of eager customers willing to invest their dollars and welcome you into their businesses, at least for a little while.
You may have heard a rumor that cold calling is history. I’m here to tell you it’s still very much alive. I know, because I get numerous cold calls at my office every day from people inviting me to webinars, offering me CRM tools, telling me about hiring techniques that get the best employees, and so on. The most interesting ones are from sales people who want to teach me to cold call more effectively! Not to mention the incessant calls I get at home from telemarketers. I don’t believe cold calling will ever go away.
Recently, I was asked to lead a day-long focus group discussion with technology buyers from Fortune 100 companies. There were two senior executives from each participating company. The topic we explored was how they felt about sales and sales professionals and what might be the ideal buying experience.