Let's suppose that you have a GREAT product. Linked to this product, you also deliver outstanding service and consistent, genuine follow up for your customers. You have an indisputable reputation in the market and innovation is a constant in your marketing strategy for development and growth.
In a nutshell, you have what it takes to attack the market and hit it hard!.
However, normally our success depends almost entirely on the sales efforts performed out in the field. I don't think a product will sell itself: selling requires building trust and developing a solid relationship with every customer we approach every day. "People buy people, then they buy products" is such a true sales statement!.
I have spent most of my working life on the sales field. Now, I have moved into the product creation and development area, but I still love the sales field and I am passionate about it (I always will). Therefore, when I see a great product fail because the LACK OF HUNGER of a sales force, it just makes me feel chills crawiling up my spine.
A great product in the hands of a lousy salesforce will turn to mud. Sometimes, shitty products in the hands of passionate salespeople will sell positively, at least for one time only , but a sale will be made, that's for sure.
It is a capital sin in the sales field to destroy a great product because the sales team is all fed up with self complacency, with a minimum effort culture and with laziness or what may be worse, fed up with fear.
I think that when we are hiring people to conform a fantastic sales team, we need to find the hunger in their eyes and in their heart. I don't mean food hunger (altough it also helps sometimes), but hunger to be different, to over-deliver everytime, hunger to win, to be perceived as a true sales professional. Hunger to become a better person, to earn more money and to deliver high quality service experiences to our customers. People with hunger to serve in order to receive the benefits of an everlasting sales relationship with a customer.
Don't hire them if you see they are all fed up with false pride, with myths or with old and stupid sales vices. Don't hire them if you see they are filled up to their guts on mediocrity, excuses for underperforming and indiference for the products they sell or the accounts they are supposed to service.
In sales: The Hungrier, the Better.
Hungry?---Hired!
Aureliano García
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