The Five Archetypes of Sales Stars
Do you have a rockstar in your midst? Someone who is always above quota, who all the other salespeople idolize? I’ve been that person and I’ve worked with that person. If you don’t have one, you should get one, grow one, steal one or clone one, 'cause they are nice to have around. Here they are in no particular order:
1. The Networker—In Chicago, we call this "IGOTTAGUY" but you get the point. This person knows everyone, can get you anything you need, and is connected. He belongs to trade groups, is on the board of the local Chamber of Commerce, and has probably been pictured in the local paper next to the mayor a time or two in his life. A networkers' currency is her ability to help people, and referrals are her life's blood. She may not have made a true cold call in over a decade because her work speaks for itself.
2. The Early Bird—Is the first one in the office in the morning, and probably has his own keys. He knows that making calls at 7 a.m. is impressive and unique because NO ONE ELSE IS DOING IT. He gets the worm, because he works harder and wants it more than anyone else. He may or may not have been raised on a farm.
3. The Looker—Dressed to the nines. Hair perfect. Nails immaculate. With the brains and the creds to back it up. This person is welcomed everywhere she goes, cause she’s fun to look at. But she gets it done. Oh you better believe she does. Because everyone can see through a pretty face with no substance. She is just graced with both.
4. The Techno-Expert—There isn’t a journal he doesn’t read, a blog he doesn’t follow, or a press release he didn’t see coming a mile away. Clients glom onto him because he is just so damn INFORMED. And that’s still got a ton of value today.
Blogger, author, consultant, coach and all around evangelist for the graphic arts industry, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include sales and marketing coaching, enabling clients to find engagement strategies that work for them and mentoring the next generation of sales superstars.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league. She is also the mother of two sets of twins under the age of ten, so she fears nothing.