Every sales leader loves looking for that ‘fire in the belly salespersons’ (FIBS).
Unfortunately, FIBS is often a lazy substitute for not building a great product that is differentiated well, marketed well but to be magically sold so well that it rakes in all the revenues in spite of the product-market mismatch or past ku-karma.
And you know what – as a sales leader, you can ‘manufacture’ FIBS during an interview which can also lead to building false narratives around it.
You can dress up your solution’s benefits, keep asking your salespersons to pound the streets, but if there’s no true differentiation & competitive advantage – your company will not just miss the numbers, but end up with a toxic hard-driven sales culture, & left wondering – why are my guys leaving me, where do I find my next great FIBS?
So, now that you are asking, how do you create a real ‘fire in the belly salesperson’?
- Get the product and its positioning right.
- Create genuine differentiators.
- Hire an honest, good work-ethics salesperson.
Warning: Don’t look for too many bells & whistles. Geat salespersons are made, not born!
- Now you are talking about the secret sauce – sales training & enablement that can make men out of boys. But this comes only after you achieve the preceding 3 points – not before!
#sales #training #fire #belly #enablement