|
 The “Frontline”, or sales force, is directly responsible for managing and exceeding customer expectations. The best salespeople, the “superstars”, almost without exception, have excellent interpersonal skills. Yes, the technical skills, job performance, and product knowledge are important, but the sales professionals that really excel have a skill-set unmatched by the mediocre. These skills can be leveraged into a source of competitive advantage for your company.
- In an effort to achieve a higher human capital, L’Oreal sales agents were strategically recruited based on pre-defined criteria. These agents significantly outsold salespeople selected using the company’s old selection procedure. On an annual basis, newly recruited salespeople sold $91,370 more than other salespeople did, for a net revenue increase of $2,558,360.
- When salespeople were selected in an effort to increase the value of the corporation’s Human Capital there was 63% less turnover during the first year than those selected in the typical way (Spencer & Spencer, 1993; Spencer, McClelland, & Kelner, 1997).
- Optimism is another factor that is directly tied to increased productivity. New salesmen at Met Life who scored high on a test of “learned optimism” sold 37 percent more life insurance in their first two years than pessimists (Seligman, 1990).
The sales process is a series of relationships and both your Human Capital and your Organizational Cultural have a tremendous impact on these relationships. LCG can help you become more effective throughout these relationships, creating a positive impact on the top-line. Leadership Capital Group is your partner in advancing business through people!
|
