zandax online course logo
zandax website search
zandax phone callback
Info, Blogs, Contact & Login

Personal Selling – Are your Salespeople a Good Fit?

From the ZandaX Sales Blog

Articles to make you more effective in your sales career

Home  >  ZandaX Blogs  >  Business Blog  >  Sales Articles  > 
Personal Selling – Are your Salespeople a Good Fit?

Personal Selling – Are your Salespeople a Good Fit?

A post from our Sales blog

Article author: John B
      Written by John B
As one of the first year courses that I did at university, Personal Selling was a course that most of us hated. Almost everybody in the course would not have intended to be a salesperson but along with Marketing, Accounting and Economics, it was one of the full year courses that we had to complete.

In addition to the theory, there was a year-long practical sales element that had to be passed. The university had a contract with a company that provided a large range of products. You really had to sell these items, produce receipts, cash etc., and deliver the items to the client. As most of us were part-time students in the evening, we felt that we did not have time to sell like full-time students did.

Most people manipulated the system and ended up either buying the products themselves or selling to family. I spent a year with an open bowl of biltong and wors (dried meat and sausage) on my desk at work. The smell was too tempting to my colleagues and they bought the required amount that I needed to pass the course.

Sell Your Product

The one thing from that course that has stuck with me though was why some companies and their products require salespeople. Essentially, companies that produced high value but maybe low quantity or highly technical products normally require Personal Selling. Low value items like chocolate bars do not need somebody in the store in order to sell them because people will pick them up on their own and you just need a checkout clerk.

So, if your company has a sales team of any size, how often do you think about if your sales people are suited to what they do? Have you ever wondered why somebody that you employed had such a good track record at companies prior to working for you and interviewed brilliantly yet struggles to sell for your company?

Perhaps the answer lies here. The person might have been very good at selling a different product. As it was also high value, it might not have been as difficult to explain to others. The salesperson still has those basic skills that are required but is just missing a trick on explaining concisely enough what your widget does. Or maybe it's the reverse. The person comes from a highly technical product and is now struggling to sell your much simpler, but high value, product. Maybe they need to simplify their approach and focus on the exclusivity. Most men buying high value watches have other things on their minds than how the actual watch works inside. Leave that side out, focus on the image, branding etc., and you are back to winning ways. Sales Management therefore brings many benefits.

My point is that before despairing and giving up on the ‘failure' that you had hoped would be a ‘high flyer', maybe just relook at if it is something small that needs to be adjusted and can cause a big turnaround. That is why a lot of companies regularly put people through sales training. Even if they know it all, a small adjustment or refresher might be just what is needed to rejuvenate the person or get them out of bad habits.

Successful Sales Training and Sales Management is not about a gimmick and it's not going to let you in on a life secret that nobody else knows about. It is about getting rid of bad habits so that a person focuses again on what works for them, for your industry and for your product. That is what will make them successful again. It is also a lot cheaper than letting them go and having to recruit from scratch again.

Back to the Sales blog

Click the button for more Sales articles.

The ZandaX Business Skills blog

Click a panel for great articles on business skills

Write For Us

We pride ourselves on our busy, high-quality and helpful blog, and we're always looking for guest contributors to increase the variety and diversity of what we present.

Click to see how you can write for us with an original and well-written guest post.

ZandaX Blog Contents

Want to see them all? Click to view a full list of articles in our blogs.

Online courses to boost your skills
Click a button to see more about each course
Personal Development
Microsoft Software
Leadership & Management
Sales & Presentations
Service & Support
ZandaX online training course logo
ZandaX – Change Your Life ... Today
All content © ZandaX 2023
ZandaX LinkedIn logo
ZandaX LinkedIn logo
ZandaX LinkedIn logo
Close menu element
See how you score on a range of skills that are critical to your well-being and performance
Communication Skill test
Communication Skills
How Can You Communicate Better?
Would you like to see what kind of communicator you are? And how you can improve the effectiveness of your communications?
Likeability test
How Much Do People Like You?
Do you sometimes wonder just how likeable you are? And wouldn't you like to see how you can (genuinely) become more likeable?

Time Management test
Time Management
How Can You Make More Use Of Your Time?
Are you frustrated by how easily time slips away? Do you get frustrated when things don't get done just because you run out of time?
Assertiveness test
Are you Passive, Aggressive or Assertive?
Would you like to know where you fall on the behavior spectrum? Does your response to events sometimes surprise you?

Close menu element
Information & Resources
ZandaX information
Read more about us, our Privacy Policy and our Terms of Service
See how we want to help you, and how we make everything easy for everyone
Callback request
ZandaX Blogs
Articles to increase your knowledge and understanding in key areas of your life and career.
Read our blogs on Personal Development, Business Skills and Leadership & Management

Time Management test
Log In
Log in to your online dashboard
View your courses, review what you want and download your workbooks and certificates
Assertiveness test
Contact Us
An easy online form to get in touch
With options for More Information, Customer Service and Feedback

Close menu element
Develop Your Skills, Knowledge and Understanding with ZandaX
Click any subject in the listings for more information and a full list of courses

Personal Development
Personal Development training
Your soft skills affect everything you do, at work, at home and with friends ... they are truly life changing!
Online training courses
Hot Off the Press...
We're always adding to and upgrading our courses, so here are a few of our latest releases:
For a full listing of courses, please visit our Quick Course Finder to find exactly what you want.
Site Cookies
We have placed cookies on your device to help make this website better.

You can change your cookie settings in your browser. Otherwise, we'll assume you're OK to continue.

I'm fine with this