What Makes a Great Sales Performer?

Summary of International Research Findings & Background to forthcoming BARRETT Australian Sales Benchmarking Survey.

Business Managers and Sales Managers are often frustrated by not being able to find great salespeople who are consistently able to achieve sales targets, even when there are inevitable set backs. The importance of this question is undeniably driven by the very direct and short line of sight between the salesperson and revenue. Identifying those factors that influence salesperson performance has been the topic of sales research and literature for many decades.

Emotional Intelligence
Interpersonal Skills were historically identified as an important category of competencies needed by highly effective salespeople.  However, Emotional Intelligence is a psychologically more complex process than Interpersonal Skills, involving a deeper process of analysis, reasoning and responding.  Barrett’s own research involving over 300 interviews has found that superior performing salespeople demonstrate significant competence in the area’s of Emotional Intelligence as identified by Goleman (1996).

While the role of Emotional Intelligence has been well researched in the field of Leadership, there has been comparatively little research in the field of sales. Barrett is expanding its research in this area in order to empirically investigate and understand the importance of competencies related to Emotional Intelligence, in contributing to sales person performance.

Benchmarking Research – Importance of EI in salesperson performance
Using Barrett’s extensive Sales Competency Dictionary, research is currently being conducted by the Barrett research team into the importance of competencies related to EI in sales performance. EI is being compared with the importance of competencies related to the Selling Process, Business & Organisational competencies, and Technical knowledge and skills. This empirical study is important in increasing the body of knowledge and understanding of what to look for when recruiting potentially effective salespeople, but also in their development plans.

Participation in the Benchmarking Research
If would like your sales team to participate in this Benchmarking Research Project then please contact Fiona Fouvy, Barrett’s Organisational Development Manager for further information on 03 9532 7677.

You will find more information in the Summary of International Research Findings & Background to forthcoming BARRETT Australian Sales Benchmarking Survey.

Public Speaking: How HR can affect and influence sales performance

Negative or misinformed views on selling and sales competency can cost your business dearly in missed opportunities, unhappy customers, low turnover, poor staff morale and retention. Selling today is not just for sales people it is a business attribute for all levels in business as well as being a vital life skill.

Sue Barrett, founder and managing director of sales fitness firm Barrett Pty Ltd, will explore how HR can directly impact the sales results and success of any organisation at the VECCI & DFP Corporate Breakfast on Tuesday, 10th July, 7.30AM - 9.30AM.

Please find the details to the HR Breakfast in this document.