Franklin, TN, December 03, 2011 --(PR.com
)-- Government Selling Solutions (GSS), a consulting, sales training and market research firm for companies selling to government, today announced the launch of a new white paper revealing seven key traits of star government salespeople. These personality and aptitude dimensions were uncovered through groundbreaking research conducted by GSS of government-focused salespeople across the nation.
Over the past two years, GSS has explored, through an online battery of questions, the personalities and tendencies of a wide variety of local, state and federal sales/business development people. An analysis of these responses uncovered seven primary factors that separate star government salespeople from average or below-average performers.
For example, one discriminating factor, “Listening and Value Translation,” measures a salesperson’s ability to listen empathetically and translate product/service features into clear value, particularly within the highly structured and complex world of government procurement.
“Government selling is different from other selling environments,” said Rick Wimberly, President of GSS, “and our research clearly shows great government sales and business development people cultivate certain characteristics that set them apart from the pack.”
The report provides details behind each of the seven dimensions and provides a practical example for how understanding the seven key traits can improve a sales team’s performance.
The paper is available upon request at no charge on the Government Selling Solutions’ website: www.govsellingsolutions.com.
About Government Selling Solutions (GSS)
Government Selling Solutions (GSS), a division of Galain Solutions, Inc., is a sales, marketing, and market research consultancy providing services to companies seeking to enhance growth and success in government markets. With expertise in all levels of government, GSS offers sales training, sales and marketing alignment, research, studies, mergers and acquisitions consulting, and capture team coaching.