Aptitude vs. Attitude: What weighs better in a sales team's performance? | Sales Leadership Master Class

Wednesday, March 08, 2017


Hello there! We're back again to share you a few snippets of what we have learned from International Sales Expert and Author Tom Abbott. Today, we'll talk about Aptitude vs. Attitude in a sales team's performance and which weighs better.

Let's get to the definitions first:

  • Aptitude is defined as the natural ability to do something (Talent), while
  • Attitude is defined as a position of the body proper to or implying an action or mental state.(Behavior)
When assessing your team's individual performance, you'll need to consider how efficient the work is being done by the individual, the progress of the work that's done and the process of the transaction being done.

In terms of attitude, consider how the customer/client feels as they interact with the individual: Customer feedback, work manners and the like reflects this.

Tom said, "When assessing a performance for your sales team, make sure to differentiate between aptitude and attitude." Tom gave a simple guide for the confused: "When in doubt, train up for aptitude but fire a bad attitude."

Now that we know the basics on how to balance the assessment of aptitude vs attitude in your sales workforce, you should be able to check what's good and what's bad up a notch so you can give a clearer advice to your team come your next team meeting.

We hope that a snippet of Tom's advice helps you assess what you do today. Do you want to learn more from Tom? Then join us at the Sales Leadership Masterclass this March 31, 2017, Friday at the Tower Club Makati. Get your seats now by calling us at (+63 2) 633-0153 or 643-3887. You can also SMS +63 920 924 2532 or +63 920 981 4376, or email info@exlinkevents.com for reservations and further inquiries.

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