Career Sales Training – Are You a Sprinter or Marathon Runner?
Part of your career sales training should get you to think about what kind of career you want to have. If you were to equate sales people to runners there are two types of performers. The type of performer you choose to be has long term impact that will affect your overall success. Sprinters focus on fast starts, fast finishes, and depending on what they are selling burn out fast. The sprinter just wants to get the appointment, and close the appointment before the suspect knows what hit them. Sometimes sprinters have existing connections that make it possible for them to look like the early super stars. If you’ve been in sales long you’ve known folks like this. They get a lot of attention from your sales manager and they’re held up as the folks to emulate. Sprinters are well suited for product sales where you aren’t counting on repeat business and referrals. When you’re selling services and/or big ticket items where it’s really important for the customer to buy from you again, and tell
