Reilly: Study Shows Top STAFDA Salespeople Are Relationship Oriented and Stingy With Discounts
Reilly: Study Shows Top STAFDA Salespeople Are Relationship Oriented and Stingy With Discounts
John Wolz
The top 10% of outside sales people are “intrinsically motivated” and “maniacs on a mission,” consultant Tom Reilly told the Specialty Tools & Fasteners Distributors Association after studying the most successful sales staff.
A salesperson’s customer relations are more important than price, Reilley found in research for the recently published172-page Sales Pro. The top salespeople are even “stingy with discounting,” Reilley added.
STAFDA initiated the study and published the results as a self-paced, self-directed training workbook for members’ sales managers and sales people.
The average salesperson’s age is 41; 98% are male; 33% college grads; and they have an average of 14.2 years of experience.
The top STAFDA salespeople consider themselves 77% people-oriented vs. 23% task oriented, compared with 51% task/49% people oriented for the average salesperson.
In addition to being a manual for new sales staff, ongoing training and motivation, Sales Pro offers benchmarks to examine work habits.
Earlier STAFDA published Counter Pro for inside sales personnel.
Reilly has conducted workshops at STAFDA distributor meetings and the University of Industrial Distribution.
All STAFDA members were sent a copy Sales Pro and additional copies can be ordered for staff members. Tel: 262 784-4774 or 800 352-2981 E-mail: info@stafda.org Web: stafda.org �2006 FastenerNews.com
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