Just as there are different types of government contracts, there are different traits that make selling stars out of salespeople working to win government contracts. Government Selling Solutions (www.govselling.com) conducted an 18 month study and survey of top performers in winning government contracts.
Our analysts found 7 traits that showed up regularly among top performers. In this episode of Myths of Selling to Government, we present 4 of the 7 traits. 3 others will be presented in a later episode.
We call these 7 traits sales accelerators and predictors of success; they help make up a sales acceleration formula. With the 7 traits understood, government salespeople can ask themselves if they have these traits, and companies can make sure the 7 key qualities can be used when they make hiring and training decisions. In the very least, discussing the 7 traits can stimulate lively and helpful conversation.
Here's a teaser: A couple of the traits show that top performers don't dislike the long sales cycle. In some cases, they liked them. Imagine that!
And, if you can't wait to hear the 4 traits disclosed in this episode, or the 3 to come later, go to www.govselling,com and ask for a printed copy of the white paper, "Seven Key Traits of Star Government Salespeople, Understanding What It Takes to Excel in a Difficult Government Selling Environment". You can also learn about our work as government contracts consultants.