Sales Team: You need a little blue in that white collar

It often seems to be the case that we are most impressed with reps that can talk the talk. That is, reps with a good grasp on industry vernacular often leave the best impression. A “country club” persona seems to fit into our corporate paradigm so we accept that as the best way to go. The thinking is really quite simple. If reps come of as being on the same level or of a similar caliber, then they will relate to clients better than other reps that seem inferior. The flaws in this thinking are as numerous as they are obvious.

First of all, the word “seems” is a huge factor. Many people can hold it together for an interview and hiring process but often times do not hold the values and/or status they put forward. This can be a big problem for companies. After hiring people like this we often find out that not only do they not posses the intellectual prowess that they once appeared to posses, but that they also do not posses the skills that they first appeared to have. I mean, I can tell you how to hit a 95 mile an hour fastball from the standpoint of batting fundamentals, but getting in the batter’s box is a whole other story. Similarly, many people read enough to recite the fundamentals of prospecting, but getting on the phone and in front of people can be a whole other story. What are needed here are people willing to put in the time and effort regardless of talent or vocabulary and make it happen. A touch of blue collar in a white collar job can often be the difference.

Secondly, anyone that seems perfect is almost always the most flawed. People that recite clichés are hiding their real thoughts and are redirecting your attention. Genuine people tend to revert to past experience and relate conversation to actual events from their past. Someone that says they know all about “dialing for dollars”, is almost always less qualified than a rep that relates prospecting to a time in which they were charged with the task of developing new contacts. It is not about experience, it is about real life application. What does your organization need more; reps that have and will get it done, or reps that want to “dial for dollars”?

Thirdly, the “pinky off of the glass” and the country club mentality are reserved for those that have already made their fortunes. Everyone else is just lying to themselves and to you. There is nothing more damaging than a team full of reps that employ a fake façade in order to engender clients. People see right through this and are turned off by these people almost every time they encounter them.

Lastly, potential reps that walk in with a mouthful of these euphemisms are telling you from the start that they know what needs to be done regardless of your sales dynamic. The inability to shape and mold reps to your sales dynamic can damage the overall effort. If you have reps that sell their way regardless of a bigger picture style plan (like a systematic sales system) they quickly become counter productive.

The bottom line is that selling, when done right, is hard work. Not like digging a ditch, but diligence can pay big dividends. What your sales team needs are people that understand what it takes to be successful and are willing to put in the work. A blue collar work ethic coupled with white collar skills will create the perfect mix. As you add staff to your team, ask yourself this question; “Will this person put in the time, effort, and energy?” Rolling up your sleeves to make sales happen is not done accidentally. Instead, it takes a very deliberate and concentrated effort. What kinds of people are best suited for that dynamic? I would love to hear your feedback. Please feel free to leave a comment and let us know what you think.