Renewal Group
  • Blog
  • Guests
  • Events
  • Free Downloads
  • Renewalgroup.com

Are You Hiring RIB’S For Your Sales Force?

7/20/2010

0 Comments

 
What skills and personality traits contribute to being an outstanding sales representative or manager? There are probably quite a few, not the least of which are to have a great product and company behind you.  And it’s also helpful to be smart. I know a pharmaceutical sales rep that has sold products for eyes, heart, and lungs and joking said to me that shortly she will have her medical degree.  She’s smart, but what makes her successful and why companies recruit her is that she’s a RIB

Assuming that the people you hire are and can become expert smart with training and a lot of self-study, the next set of factors that make the difference between average and outstanding performers are being emotionally and socially smart. I call this combination being relationally intelligent. The path is clear, train your sales personnel and make sure they “get” the product stuff, but be even more focused on hiring and developing your reps and managers to be RIB’s: Relationally Intelligent Beings.

 Here are a few of key reasons why this is critical for performance and success. Realistic optimism, considered a core RIB competency was the focus of a study by Martin Seligman, who developed a construct called learned optimism. When he studied the effect optimism had on life insurance sales people he found that optimists sold 37% more insurance. Optimism even helped those that failed the normal screening process to sell 21% more insurance in their first year and 57% more in their second year of work above rep’s that were pessimistic.

 The ability to manage feelings and handle stress, also RIB competencies, were found to have a significant positive effect on store managers for a retail chain in increasing their ability to generate net profits, sales per square foot and sales per employee.

In a study (Hunter, Schmidt & Judiesch, 1990) that looked at the most complex jobs e.g. account reps and sales managers; a top performer was 127% more productive than an average performer and 2/3 of the difference was attributed to emotional competence.

The research is clear, if your not hiring RIB’s and developing your current sales force and managers to be RIB’s you are NOT achieving at the levels you could be. You know the saying, “you’re leaving money on the table”, and your customers will leave also.

 We can help; our Personal Side of Business program builds RIB’s.

0 Comments

    Follow us 
    Twitter
    LinkedIn
    Facebook 


    Enter your email address to subscribe


    RSS Feed


    About Us

    Our Purpose
    To provide leaders and organizations with the skills and tools to sustain optimal engagement, performance and competitiveness and cultures that afford all stakeholders the highest levels of safety and well-being.


    Events

    Time: April 26- 28, 2011
    Location: Evonik Industries Greensboro, NC, U.S.
    Quality Boot Camp 
    Creating a Department Mission and Vision Program



    Categories

    All
    About Us
    Audio
    Authenticity
    Bullying
    Carrots And Sticks
    Change
    Climate
    Communication
    Culture
    Egagement
    Emotional Intelligence
    Engagement
    Leadership
    Management
    Mindfulness
    Motiation
    Motivation
    Neuroscience
    Optimism
    Recognition
    Resiliency
    Return On Safety
    Rewards
    Safety
    Safety Culture
    Sales
    Strengths
    Stress
    Supervision
    Values
    Workforce Engagement
    Workforce Engagment
    World View

    Archives

    January 2018
    March 2017
    February 2017
    July 2016
    June 2016
    January 2016
    September 2015
    August 2015
    July 2015
    May 2015
    April 2015
    November 2014
    October 2014
    September 2014
    April 2014
    February 2014
    December 2013
    September 2013
    May 2013
    November 2012
    September 2012
    June 2012
    May 2012
    March 2012
    February 2012
    January 2012
    September 2011
    August 2011
    July 2011
    March 2011
    February 2011
    November 2010
    October 2010
    September 2010
    August 2010
    July 2010
    June 2010
    May 2010
    April 2010
    March 2010


Powered by Create your own unique website with customizable templates.