Focus Magazine - Fall 2015 - (Page 46)
5 Questions With...
raining a "sales assassin" may sound like
a serious mission ... and it is. Another
name for a high-performing sales rep, a
sales assassin requires support, training and the
right mindset to succeed. I recently spoke with
Anthony Caliendo, author of e Sales Assassin,
about preparing pros to take their best shot.
Anthony Caliendo is
author of The Sales
Assassin: Master Your
Black Belt in Sales
Tim Sosbe (TS): What is a Sales Assassin?
Should I be scared?
Anthony Caliendo (AC): A Sales Assassin is a
sales professional who consistently
performs at the highest level of sales skill
and sales precision in order to achieve his
or her sales goals on a consistent basis.
is high performance individual exhibits
these following characteristics: (A) "think
outside the box" and determine as many
methods as possible toward achieving the
final outcome; (B) have unconventional or
clever ways of acquiring and applying
knowledge; (C) versatile with the ability to
use many tools in order to get the job
done is vital; (D) have special powers of
persuasion; (E) are calculated risk-takers
who can easily adapt to conditions; and
(F) knows their target and knows how to
devise their plan of attack. It might sound
scary but in essence what it means is to be
intensely focused and driven to succeed in
TS: How much of this is a stretch for sales
AC: With proper motivation and coaching
almost anything can be taught. My belief
is that the onus is always on the teacher;
never the student. Certain proficiencies
such as mindset, mental preparation and
goal setting can be learned and practiced.
TS: Life sciences sales
have limited time
those fleeting opportunities?
AC: is all has to do with client qualification
techniques. Sales pros have to learn how
to maximize the opportunities they have
in front of their buyers. ey need to be
prepared; have an action plan in place.
ey need to learn how to get past the
gatekeepers. ey need to have their
target qualifying questions or "hot-spots"
ready. Most importantly they need to
brand themselves - make an impression.
TS: How can a training department create a
team of Sales Assassins?
AC: First, a training department desiring to
create a team of Sales Assassins requires a
sales leader who understands the
importance of the sales force-toorganization dynamic. Over 50 percent of
sales managers are too busy to train and
develop their sales teams. Too oen,
corporations fail to recognize that creating
great sales pros starts at the top of any
organization. e best sales organization
achieves success starting with the CEO.
TS: Which of the "nine belts" is the most
challenging for trainers?
AC: You can't teach PDC - passion, dedication
and courage. But you can help them
discover their passion and help them
realize that commitment and overcoming
fear of failure are the keys to success. ■
Tim Sosbe is editor of Focus magazine and editorial director for LTEN. Email Tim at tsosbe@L-TEN.org.
FOCUS | FALL 2015 | www.L-TEN.org
Table of Contents for the Digital Edition of Focus Magazine - Fall 2015
From the President: Training's Transformative Power
Table of Contents
Table of Contents
Guest Editors: The Role of Tension Management
Directions: More Ways to Connect
Front of the Room: Delivering the Unexpected
Neuroscience: The Neuroscience of Mindfulness
AstraZeneca: Creating a Blended Learning Curriculum
44th LTEN Annual Conference: The Power of Networking
Executing a Key Account Management Strategy
Member Solutions: Managing Global Learning
The Making of Great Leaders
Developing Reps: 5 Critical Steps to Success
Reaching Potential: Two Essential Skills
Virtual How: Medical Device Training Priorities
5 Questions with Anthony Caliendo
Focus Magazine - Fall 2015