From Struggling Seller to Sales Evangelist: Donald C. Kelly on Why Process Beats Talent – Ep 42

And so going to the

The

fundamental, I know, skill or personality standpoint, you know, a lot of people, you do hear that a lot of people say they got into sales because they like talking to people.

Do you feel like that's flawed thinking on its own? Or really, there's just more in the fact that you need to make sure that's paired with training?

paired with training by far and i think there are people that do go into sales because it is they they were told that they have a great personality for sales and that's what i was told or you're outgoing you should do sales you're good with people you should do sales those are all great and all but i and there's a lot of folks that come into it because it just happened into sales where they were doing something and i'll give you an example one of our teammates she was hired as a customer success person and then she did that but then she evolved and came into one of the sales roles and eventually she evolved out of that but the she didn't come and say I want to be a salesperson but it just gradually grew and then one of our one of my best team member cases was an individual that I was teaching an adjunct sales class and And I had my TA out of all individuals, right? She took the class and she was remarkable in the class.

So she became my TA the next semester.

And I was like, she's got the stuff.

So I hired her and what I meant by she got the stuff, she understood how to follow the processes, how to communicate with people, how to ask effective questions, how to listen and to and was eager to learn, and she came with a desire.

She had a personal goal that she was trying to achieve.

So we did that with her, and next she became one of our top sellers.

And it was because she, again, was a student of the process and was committed to it, coupled with her passion and desire for her and her family.

And so I feel like people, the majority of us happen in sales to fall into it.

There's a class of people who come into it because of the gift of gap.

But I think for the most of us, we fall into a sales career and the ones that thrive in that said sales career, I feel are the ones that they marry a desire with a process, whatever process that the company has.

So my theory and that's I'm sticking to it.

I agree with that theory.

I really do think that from a personality standpoint, you can find great sellers who are extroverted, who have the gifts of the gab, who know how to engage with people in any circumstance.

But you could also find equally great sellers who are introverted, who are good listeners, who have to sometimes push themselves to put themselves in those social situations.

I'm one of those.

And I think that personality, whatever personality you have, and obviously there's

a

lot of gradation in between it, you can find good sellers along those lines.

But it is along the two things that you just mentioned.

One is you do need to be motivated and be motivated to be in this position and enjoy that, the idea of helping people, of trying to figure out ways to close the sale, wherever it is that you get that motivation.

you've got to have some form of motivation.