Another sales myth that is the most popular is that if you can sell, you can sell anything. And a lovely cliché of selling ice to Eskimos. That is also not true. There are several types of sales people and … Continue reading
What has Ian Thorpe to do with Sales? Well, essentially, we can also ask: Can a good sales person sell anywhere? Hello! This is Maya Saric, Sales Psychologist and Inventor of SIP, Sales Inventory Profile. I’m about to create every … Continue reading
Often we as sales people or as sales managers assume that one sales person is interchangeable with another for different sales roles. But in fact very different people are capable of doing these two jobs properly. Using SIP we can see these differences in capability very clearly but it is often not so obvious observing BDM’s and account managers in the wild.
A illustration of the percentage of the population who can prospect either totally independently or with some systems support versus the vast majority who simply cannot. With SIP it is possible to identify the minority who can prospect before hiring. Continue reading
We often see people with the better ‘hunter’ SIP sales profiles have a history of more jobs than the non selling profiles. It indicates an inner strength or resilience and willingness to adapt on the part of the candidate to keep trying new opportunities and the fact that they haven’t found the right job for themselves. Continue reading
We have tested over 400 receptionists through all the businesses we have worked with and the profiles of the ones the business owners tell us are very good, are identical to the sales people. Yes, equal to the BETTER sales … Continue reading