Most people assume that this means simply learning some new technique or skill they can apply in their next sales interaction. However, in all our research and analysis, for both people in general and sales professionals specifically, the biggest opportunity for growth is not in learning another new technique but in how you approach and interact during a sales call, and in how consistently you perform and execute.
Think of the top sales professionals around the world as A.C.E. performers, representing Attitude, Competence, and Effort. The common focus, particularly in the business world, is to focus on Competence, thinking "I just need to learn new or better ways to sell, and that knowledge will automatically translate into greater sales." Yet how many of you have been to a seminar or training, read a book, talked to someone, and learned some new technique, but never really implemented it consistently and never saw a difference in your sales?
Building your competency and skill as a salesperson is certainly an excellent idea and something NASP is committed to, and sales competency alone is rarely what is holding most people back from higher levels of success. Honestly, whether you are new to sales or a top sales professional, if you were able to more consistently manage your attitude and focus before, during, and after every sales interaction, and you were even more consistent in executing everything you already know at a higher level, wouldn't you very quickly see an increase in your sales? Every sales professional we've asked has always answered yes to this question.
Knowing this, our Certification Program is designed to support you in all these areas, Attitude, Competence, and Execution (Effort), leveraging your greatest opportunities for growth in your sales career. And our first focus is on helping you shift your habits as a sales professional, to more consistently and effectively strategize, interact, influence, and perform at a high level. We don't just want to give you some new information that will create a temporary blip in your sales. We are committed to helping you build the sales habits that ensure you experience short, medium and long-term success.