Chosen Thought

Posts Tagged ‘Sales’

When you assess the make-up of your sales team, what do you see? Are they consistently going after the easy, low hanging fruit? Do they stop their follow-up and follow-through after only one or two calls? Or do you have salespeople who take their time in selecting the right prospects and then do their homework and prepare?

There are two types of salespeople that I will cover in this article: tactical and strategic.

Tactical salespeople go after the quick sale – usually low volume, low margin sales… the easy ones. Strategic salespeople go after the more complex sales – the ones that can take longer, are more difficult to navigate through, but yield much greater results.

Tactical salespeople will typically rely on external factors for success, such as appearance, personality, favorite sales technique, etc.

Strategic salespeople bring much more to the process like: emotional maturity, patience, analytical problem solving skills, asking great questions, etc.

Bottom line: Strategic salespeople are different than tactical salespeople because they view their roles from different vantage points.

As a result, strategic salespeople have a better chance of achieving great sales volume, higher levels of credibility and better quality clients with long-term customer-loyalty.