The Office Products Sales DNA Project, an industry-wide study that was developed to identify the skills, attitudes and personality traits that make up the optimum sales DNA, is now available as a free download.
Survey participants were asked to consider a list of 20 success factors which the project’s author David Fellman had identified and rated in importance.
Fellman is a sales management consultant and the author of Listen To The Dinosaur, which Selling Power magazine listed as one of its ’10 Best Books to Read’ in 2010. Fellman has an office products industry background, having held sales and sales management positions with Rediform earlier in his career.
The research throws up some interesting opinions about how office products sales reps view themselves and how they are viewed by their bosses. There are also some noteworthy differences between sales people of different generations.
“My conclusion is that we are an industry of sales underachievers, and there has to be a reason for that,” says Fellman in the report. “I think it’s a misunderstanding of the DNA, which leads to mistakes in hiring and shortfalls in training, managing and motivating.”
The Office Products Sales DNA Project is co-sponsored by The Highlands Group, Vistaprint Corporate Solutions, ECi Software Solutions and EPIC 2016.
The survey results can be downloaded by clicking HERE