Field Sales Productivity Blog

4 Theories Which Shape The Salespersons Unintentionally

By Shivya from Toolyt
March 15, 2021

Salespersons are the real growth engines of every company. If the sales go well, then everything in the organization looks encouraging and promising. If the sales are gloomy then its shade can be seen in every aspect of the company.

In sales, the worst obstacle is customer fear. A salesperson can easily overcome the competition and other objections but not customer fear. Some customers avoid the salespersons, but for some, the salesperson is the welcome sight.

A salesperson can belong to any industry where the sales cycle might be long or short. Also, a salesperson can be a successful or under-performing one. Finally, every one of them directly or indirectly is influenced and molded by certain sales theories.

How Sales Theories Influence The Salespersons Unintentionally

Learning theories and research provide valuable insights into what makes salespersons effective and efficient learners. There are numerous theories, but practically it is not possible to follow all. Eventually, salespeople adopt any one foundation theory in the sales learning process, which is convenient for them.

In a real-life situation, the interaction of the sales executive with the customers exhibits the influence of specific learning theory. Also, it depends on how you adopt the sales learning process in your molding phase.

Managers Make Efforts To Understand The Process

Adopting learning theories is an unconscious process where many times a salesperson inculcates certain principles without realizing it.

Managers are making efforts to understand the selection of learning theories. In other words, it is the learning-theory research that provides relevant information about this process. Furthermore, the learning process is based on four foundational learning-theories. For example, they are behaviorist, cognitive, constructivist, and motivation theories.

Behaviorist Theories – One of the Theories Which Shape The Salespersons Unintentionally

This theory functions principally on hypotheses. It is an assumption that certain specific actions lead to particular reactions. In behavioral psychology, both positive and negative reinforcements are essential. The reinforcements can strengthen the salesperson's future behavior. Finally, it is the understanding and implementing effective reinforcement, that defines the level of change induced in the salesperson.

Cognitive Theories – One of the Theories Which Shape The Salespersons Unintentionally

Cognitive theories explain how the mind works during the learning process. It is the cognitive behavior that brings in the changes. Cognitive development demonstrates a salesperson's ability to understand the sales process.

Finally, you have to sharpen the sales skills to shape the salespeople. Cognition is the process of acquiring and understanding knowledge through thoughts, experiences, and senses. Whenever you hear or see something new, it is the cognitive process that conditions the mind to learn. It increases the ability to reason, remember, and react. A cognitive influenced salesperson who can retain information better, reason better, and solve problems better. It results in molding better advisers to their customers.

Constructivist Theories – One of the Theories Which Shape The Salespersons Unintentionally

The experiences and knowledge of salespersons are the main basis for learning. So also, this system encourages you to use the newly acquired knowledge in any situation.

It is an observation and scientific-based training for the salespeople. It exhibits that experienced sales staff can manage any situation. In this process, a salesman either discards the old school sales procedure or adopts the new ones.

The salespersons participate in learning, training, and actual sales conditions.

Motivation Theories - One of the Theories Which Shape The Salespersons Unintentionally

The sales teams undergo the training will have access to the common study material, training, and environment. But still, the understanding and implementation of each salesperson differ.

It provides a clear understanding of the role of the salespersons. However, it is interesting to know how these theories impact even in the digital age. It motivates the salespersons to excel in sales and service.

Motivation is one of the forces that lead to productivity. Still, the salespersons have a desire to achieve the goal and a certain performance level. Finally, environmental factors such as having the resources, information, and support are independent factors to determine the performance.

How to convert your knowledge and experience into a powerhouse of sales

It very easy for you to transform your experience and knowledge into exceptional results. To remodel, salespersons influenced by the foundational theories into well-performing salespersons. Transforming an under-performing salesperson into a super-performing salesperson will be a pleasant journey with Toolyt.

The modern ideas, classroom theories, and boardroom strategies will gather dust, if not implemented in real working conditions. Subsequently, you have to look for a platform that can help you in transforming your innovative ideas into a practical solution.

Toolyt is the perfect solution for the digital transformation of your business ideas, corporate strategies, and path-breaking inspirations.

Hence you can implement your long-cherished and preserved sales ideas in real-life situations by diligent and thoughtful use of Toolyt.

A complete solution easily fits in your palm, as it is a mobile-based app. A fact that cannot be denied, that mobiles and apps are now a crucial part of any business.