Need for approval in sales can be so detrimental - getting in the way of asking tough questions, limiting where a sales conversation goes, and undermining the progress of a sale. Understanding this, and other aspects of 'Sales DNA', is the focus of the episode.
I'm speaking with Chris Mott President of Corporate Training at Kurlan & Associates - sharing what the analysis of over 2 million assessments and evaluations of sales professionals has revealed about the nature and structure of skills needed to excel in sales and sales management.
In this episode we cover:
[+] What the analysis of over 2 million assessments and evaluations of sales professionals has revealed, characteristics that Chris and his colleagues refer to as 'Sales DNA.'
[+] Why a need for approval can be so detrimental in Sales
[+] How the need for approval can manifest itself among coaches or leaders promoted into role
[+] The practical steps a person can take to begin to work on their need for approval
[+] How critical a sales process can measure and elevate sales performance
[+] The influence that has on the sales process
[+] Why sales leaders don't always seem to improve over time
[+] Which strand of Sales DNA would Chris choose to genetically engineer in all Sales professionals
And lot's more besides.
For full show notes, free resources and more visit our website: https://www.refract.ai/blog/need-for-approval-in-sales