The ART & Science of Sales
One of my favorite lines when growing sales teams is that when the C Level and investors want to scale fast is we need to hire scientists not artists.
What does that mean?
Science is a formula, a step-by-step, REPEATABLE process that you can rely on to grow your sales team. It is the best way to grow a sales team and I’ve seen it happen firsthand. I’ve seen the quietest sales person consistently hit 100% of their monthly quota because they followed the process and can read a script.
Artists on the other hand can be incredible top performers but are usually gifted with great communication but when asked how to share what they do they can’t replicate it. Artists sales numbers typically are really high one month and low the next, they lack structure so when they have great calls then can capitalize but when the month is slow they are as well.
In my many years of experience I’ve found that there is a blend between the Art and Science of sales. Yes in order to consistently close you need to have a step by step repeatable process that works! You also need ART - Where you can connect with the potential prospect before the call has even started and have a “chameleon” like-a-bility to express the prospect’s challenges.
My biggest takeaways are that when growing your sales team you need to look for 5 things 3 Science related and 2 artist related.
Science - can they follow a script
Science - can they take feedback and coachable
Science - can they understand the industry and prospects challenges
Artist - Do they connect with everyone
Artist - Can they establish trust with anyone
I’d love to share more detail on the actionable steps on how to tell if someone has these specific traits. Send me an email at jordan.glover24@gmail.com