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As a salesperson, you've likely wondered what makes some of your colleagues consistently outperform. Is it experience? Hard work? Better leads (probably)? Or is it something more innate? Recent research suggests that there might indeed be a "sales gene" — a genetic predisposition that gives some salespeople a natural edge. This gene is closely linked to adaptive learning, a skill that could be the key to unlocking your full potential in sales.
What is Adaptive Learning?
Adaptive learning is not a skill that can be mastered through repetition or memorization. Unlike traditional sales training that focuses on scripts and product knowledge, adaptive learning is the ability to process new information in real-time and immediately apply it to achieve positive results. It's about thinking on your feet, quickly understanding customer needs, and tailoring your approach on the spot.
A groundbreaking study conducted by MIT Sloan School of Management's Juanjuan Zhang and her colleagues explored the relationship between genetics and sales performance. They found that top-performing salespeople shared similar genetic traits that made them superior adaptive learners. These individuals excelled at learning about new customers and identifying selling opportunities in real-time, often proposing appropriate solutions without being explicitly told what to recommend.
The Adaptive Learning Advantage
So, what sets adaptive learners apart in the sales world? Here are some key advantages:
- Quick customer assessment: Adaptive learners can rapidly gauge a customer's needs and preferences from initial conversations.
- Flexible product recommendations: They can quickly match products to customer needs without relying on pre-set scripts.
- Efficient time management: The study found that adaptive learners accomplished the same or more tasks while working an average of 11 fewer minutes per day. (many of those salespeople used those extra 11 minutes to read The Quota)
- Customer-oriented approach: These salespeople naturally adopt a more customer-centric selling style.
- Opportunity seizure: They excel at recognizing and capitalizing on selling opportunities as they arise.
Are You an Adaptive Learner?
While the study suggests that adaptive learning has a genetic component, it's important to note that most people fall somewhere in the middle of the spectrum. Approximately 16% of salespeople are highly endowed with adaptive learning genes, 16% lack them significantly, and 68% fall somewhere in between.
Even if you don't consider yourself a natural adaptive learner, understanding this concept can help you identify areas for improvement and play to your strengths.
Leveraging Adaptive Learning in Your Sales Career
Regardless of your genetic predisposition, here are some ways to harness the power of adaptive learning in your sales approach:
- Embrace challenging situations: Seek out diverse customer interactions to hone your ability to think on your feet.
- Practice active listening: Focus on truly understanding your customers rather than waiting to deliver a rehearsed pitch.
- Develop your product knowledge: The more you know, the easier it will be to adapt your recommendations to customer needs.
- Analyze your performance: Reflect on your interactions to identify patterns and areas for improvement in your adaptive approach.
- Collaborate with adaptive learners: If possible, observe and learn from colleagues who excel in this area.
Whether you're genetically predisposed to be an adaptive learner or not, understanding this concept can help you become a more effective salesperson. By focusing on developing your adaptive learning skills, you can enhance your ability to connect with customers, tailor your approach, and ultimately drive better sales results. Remember, great salespeople are made through a combination of innate abilities, learned skills, and persistent effort. Embrace the challenge of adaptive learning, and you might just unlock your full sales potential.
