Salespeople Need a New Development Resource: Here's One That Can Help

The sales landscape has changed -- and it won't stop changing anytime soon.

Salespeople worldwide are being forced to adapt to new ways of building relationships with clients and finding prospects, all while adding value to their business. For many, gone are the days of entertaining customers over dinner, traveling to visit prospects or even seeing clients face to face at all. With virtual meetings and fewer personal connections, salespeople are looking for guidance on how to approach their job differently.

Sales Is Changing, and Salespeople Must Change With It

In the face of these changing times, Gallup has seen a distinct difference in the impact that some salespeople have over the rest. Those who sell their way, using their unique strengths, are more successful. Period.

In fact, our research shows that organizations that practice strengths-based development see up to 19% higher sales overall. When salespeople know what makes them unique, it becomes an advantage on its own -- and learning how to apply those strengths to their day-to-day activity provides even more benefits. For example, employees who receive strengths coaching have an 11% higher volume and a 6% higher closing percentage.

These are real numbers representing the real results of real salespeople. Every salesperson has strengths -- but not every salesperson has been given the chance to discover and use those strengths.

For decades, our research has supported that there is not one way to be successful. The path to success lies in uncovering the unique way you approach something. Your way of selling.

It makes sense, doesn't it?

Salespeople are continually on the lookout for what makes them stand out to their customers among the competition. Pricing, service, reliability, features -- all standard ways of talking about products. But what about the salesperson?

Discover What You Bring to the Table, Then Use It

What if that salesperson could craft a value proposition based on their strengths? It would help them stand out among a sea of individuals competing for their customer's attention, time and business. It would be unique to them -- independent of market conditions.

This is what the new CliftonStrengths for Sales report helps a salesperson do -- it gives them the language to craft a value proposition that sets them apart. It gives people in a sales role a clear way to change their approach and increase their success.

This kind of clarity is vital. Because for salespeople, there is no shortage of advice on improving their effectiveness. Everywhere they turn, someone is sharing the "Top 10 Traits" or "7 Keys to Great Salespeople."

But it's not just individual salespeople. Organizations are also searching for guidance on how to help their sales teams excel -- companies spend valuable time and money every year on sales retreats and conferences to equip their teams with the next great tactic.

The truth is that most of these approaches have one thing in common: They base most of their secrets to success on emulating the success of others. And they overlook the most obvious path to success -- discovering and developing your strengths.

As the sales landscape continues to evolve, one thing will remain the same: Customers are in high demand, and salespeople will be willing to invest great time and money to win their business. A sales approach with a strengths-based foundation is the best way to ensure that investment results in the kind of success salespeople want.

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