12:30 pm
May 28, 2017

Raw Talent

Raw Talent
Greta Schulz

By Greta Schulz

If there were only one thing I could emphasize to C-level executives, it would be that starting with the right people, the best people, is the key to everything. Yes, there are lots of other important factors – if there weren’t, I wouldn’t have content for my book, “To Sell is NOT to Sell.” However, I often get asked to “train up my salespeople.” When I ask a few questions, I learn that they are just not trainable. Simply put: Not everyone is trainable, but probably for different reasons than you might think.

There are three things that make salespeople successful: attitude, activities and approach. These are the three “secrets” to sales success. Are they actual secrets? Of course not, but I am amazed how often they are not adhered to.

To me, the most important is the first one: ATTITUDE.

Attitude is the belief in yourself, your environment, your work ethic. It’s that fire in your belly that makes you do whatever it takes to get the job done – no excuses, no “almost,” “sort of” or “close, but not quite there.” Attitude is the real deciding factor in success. That being said, are there some things – some raw talent – that help move this along better and faster? You betcha!

Pay attention here if you have any mediocre salespeople. If you do, ask yourself why. Let me answer it for you: because you allow it! That’s right. It’s your fault. No one else’s. Let me tell you a story to help illustrate this point.

Our son, Clayton, was recruited in 2012 to play for the Kansas City Royals as a left-handed pitcher. Of course, he began in the minor leagues. His first week in Arizona was an exciting one. Immediately following the introductions and handshake niceties, Clayton began showing the coach his pitches. “I was really known for my change-up. I also have an excellent curveball,” he told them.

After he threw his pitches and looked at the coach for his endorsement, the coach said, “Clayton, I don’t give a darn [expletives replaced] how you pitched in college, and I don’t care that you were known for your change-up. We hired you for your raw talent, boy. We didn’t pick you for your fancy pitches! I will teach you how to throw a curve ball. And that change-up? Forget it! You will do it my way and I will make you a pro player. If you don’t like that, you can leave today.”

When Clayton called home with his tail between his legs and told us that story, I explained that it was a good thing. If all he had were his pitches, then he didn’t have much to work with! They saw something in him that was the makings of someone great. That is something to be proud of.

The moral here? In business, hire for RAW TALENT. These are things like confidence, bravery, desire and commitment. The rest can and should be taught.

If you hire off of a resume of someone who has sold, you may be missing the boat! ¿

Greta Schulz is president of Schulz Business, a sales consulting and training firm. She is a best-selling author of “To Sell is NOT to Sell” and works with Fortune 1,000 companies and entrepreneurs. For more information or free sales tips, go to schulzbusiness.com and sign up for “GretaNomics,” a weekly video tip series, or email sales questions to
greta@schulzbusiness.com.

38 comments

  • It’s a shame you don’t have a donate button! I’d definitely donate to this excellent blog!
    I suppose for now i’ll settle for bookmarking and adding
    your RSS feed to my Google account. I look forward to new updates and will talk about this
    site with my Facebook group. Chat soon!

    Reply
  • It’s a pity you don’t have a donate button! I’d most certainly donate to this excellent blog!
    I suppose for now i’ll settle for bookmarking and adding your RSS feed to my Google account.

    I look forward to brand new updates and will talk about
    this site with my Facebook group. Chat soon!

    Reply
  • A motivating discussion is worth comment.
    I believe that you ought to publish more on this subject
    matter, it might not be a taboo subject but typically folks
    don’t discuss these topics. To the next! All the best!!

    Reply
  • great submit, very informative. I wonder why the other specialists of this sector do not realize this.

    You must continue your writing. I am confident, you have a great readers’ base
    already!

    Reply
  • I was pretty pleased to discover this page. I wanted to thank you for ones time for this fantastic read!!

    I definitely appreciated every little bit of it and I
    have you bookmarked to check out new stuff in your site.

    Reply
  • I have been browsing online more than 4 hours today,
    yet I never found any interesting article like yours. It’s pretty worth enough for me.
    In my view, if all site owners and bloggers made good content as
    you did, the net will be much more useful than ever before.

    Reply
  • Hiya! Quick question that’s entirely off topic.

    Do you know how to make your site mobile friendly? My weblog looks weird when viewing from my iphone4.

    I’m trying to find a template or plugin that might be able to
    correct this issue. If you have any suggestions, please share.

    Thanks!

    Reply
  • I’m not sure why but this website is loading extremely slow for me.
    Is anyone else having this issue or is it a issue on my end?
    I’ll check back later and see if the problem still exists.

    Reply
  • Thanks , I’ve recently been searching for info approximately this topic
    for ages and yours is the best I have found out till now.

    However, what concerning the conclusion? Are you positive concerning
    the source?

    Reply
  • Howdy very nice website!! Man .. Beautiful .. Wonderful ..
    I’ll bookmark your site and take the feeds also? I’m satisfied to
    search out so many helpful info right here within the publish, we’d
    like develop more techniques on this regard, thanks for sharing.
    . . . . .

    Reply
  • Your style is very unique compared to other people I have read stuff from.
    Many thanks for posting when you have the opportunity, Guess I will just bookmark this blog.

    Reply
  • Right here is the right blog for anybody who hopes to find
    out about this topic. You understand a whole lot its almost
    hard to argue with you (not that I really will need to…HaHa).

    You definitely put a brand new spin on a topic that’s been discussed for
    ages. Excellent stuff, just great!

    Reply
  • Admiring the dedication you put into your website and detailed information you provide.
    It’s good to come across a blog every once in a while that
    isn’t the same unwanted rehashed material. Wonderful read!
    I’ve bookmarked your site and I’m adding your RSS feeds
    to my Google account.

    Reply
  • Hey I know this is off topic but I was wondering if you knew of any
    widgets I could add to my blog that automatically tweet my newest twitter updates.
    I’ve been looking for a plug-in like this for quite some time and was hoping maybe you would have some experience with something like this.
    Please let me know if you run into anything. I truly enjoy reading your blog and I
    look forward to your new updates.

    Reply
  • I’m more than happy to uncover this web site.
    I want to to thank you for your time for this particularly wonderful read!!
    I definitely enjoyed every little bit of it and I have you book marked to
    see new information in your web site.

    Reply
  • Its like you learn my thoughts! You seem to know
    a lot about this, like you wrote the e book in it or something.
    I believe that you could do with a few % to power the message home
    a bit, but instead of that, that is wonderful blog. A great read.
    I’ll definitely be back.

    Reply
  • Somebody essentially lend a hand to make seriously posts I’d state.
    This is the very first time I frequented your web page and to this point?
    I surprised with the research you made to make this actual submit
    incredible. Great process!

    Reply
  • I really like what you guys are usually up too. Such clever work and exposure!
    Keep up the terrific works guys I’ve you guys to my blogroll.

    Reply
  • whoah this blog is excellent i really like reading your posts.
    Keep up the good work! You already know, many people
    are hunting round for this info, you could help them greatly.

    Reply
  • Thanks for any other informative site. The place else may I get that kind of information written in such an ideal manner?
    I’ve a project that I am simply now working on, and I have been at the look
    out for such information.

    Reply

Leave a Reply

Your email address will not be published. Required fields are marked *