Episode 1:
Key attributes of successful sales people — curiosity and business acumen! Kevin Onarecker shares his perspectiveAbout this episode
Kevin Onarecker has been in sales and sales management for the past thirty years and brings many lessons learned to the conversation.
In this episode Kevin and I talk about the most important attributes for a sales person and how to instill and develop those attributes.
Curious about the attributes?
Okay...curiosity is the first. Business acumen is the second.
Can these be learned? Sure!
Do they need to be practiced? Absolutely!
...and they need to be coached. The single most important activity a first line sales manager can undertake is coaching...while in many, perhaps most sales organizations, sales managers spend most of their time managing up, or reporting, or inspecting, or approving expense statements. None of these latter activities improve sales performance.
The third attribute is a growth mindset -- something that both Kevin and I are passionate about. We both recently reread Carol Dweck's excellent book Mindset: The New Psychology of Success, which you can find on Amazon.
To follow up with Kevin, you can reach him via his consulting website or on LinkedIn.