America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Core Competencies that Define Top Salespeople

Have you ever glanced over your teams, or conducted a close examination of performance review data, and noticed a distinct set of differences between average sellers and top performers? You may have picked up on a few trends or noticed a few commonalities between top sellers across multiple metrics. Fortunately, researchers at top consulting firms have been conducting focused studies of these data points and have unearthed a few clear and proven conclusions. Here are a few meaningful takeaways from a recent study by OMG (the Objective Management Group). We found these observations interesting… you can decide how well they line up with what you’ve observed among your top, average, and struggling sales pros. 

Top sellers tend to demonstrate these core competencies: 

Comfortable Discussing Money
Money is an awkward subject, for sure. We’ve all been culturally acclimated to tread carefully when the topic arises in social settings. But when it’s your job to look closely at the numbers and maximize benefits on your side of the table while still offering the other side a fair deal, you can’t be squeamish about dollars and cents. Maybe you’ve noticed your best performers started out as candidates who weren’t afraid to negotiate for competitive salaries. Assertive sales personalities won’t shy away from frank and open conversation about the bottom line. 

Sell Value, Not Price
Great salespeople know the best customers are drawn to the highest quality they can afford. They don’t cut corners or base their decisions on price first. So in response, the best sellers will also focus on quality first and price last. They don’t entertain the idea that their product or service exists on a lower tier of the marketplace — Instead, they make the case that their item is the best available, regardless of cost, and they explain why. 

Take Responsibility for Results
If a strategy doesn’t pan out, or a specific approach brings disappointing results, great salespeople take full responsibility. They continue to stand behind both their products and their teams, even if a deal can’t be reached. Great salespeople don’t blame the product; they simply recognize that the deal wasn’t meant to be, and they examine and change their tactics for the next round. They stay humble and learn as they go. Most important, they place their faith in leadership and teamwork and they recognize the value of strong relationships. 

Work with a Top Medical Sales Recruiter
Are you hiring sales teams who demonstrate these characteristics from the start? Keep these traits in mind during the sourcing and selection process, and you’ll add strength to your recruitment strategy. For help finding the best sales reps who demonstrate these traits in your area, turn to the medical sales recruiters at Buckman Enochs Coss and Associates.