Whether it is pitching a startup to investors or selling cars at a dealership, successful salespeople are vital to all business ventures. But as many who have tried their hand at sales can attest, not everyone is cut out for this line of work.
Identifying the core characteristics required for sales success can help you determine if you have what it takes for a career in sales. It also can help business owners identify and hire sales candidates that will be best for their bottom line. And finally; if you are embarking on opening you’re own business, you will need to not only identify but sharpen some of these skills. As a business owner; you are your most important salesperson and you need to be the BEST!
So, lets continue with Traits Eight to Fourteen.:
8. They’re multi-taskers.
“Multitasking is just a natural occurrence in any sales environment. You have sales you’re trying to close, leads you’re nurturing and following up on, and potential leads calling or emailing for more information. A great multitasker can keep everything sorted, conducting multiple trains on a one-train track, and this leads to efficiency, which in turn leads to better performance.” – Coco Quillen, vice president of operations, Davinci Virtual Office Solutions
9. They provide insight.
“In today’s marketplace, most customers are much better informed and educated before reaching out to a vendor. Simply providing specs and product data isn’t enough. A sales professional with a consultative mindset identifies customer needs and seeks to tailor custom solutions that fit those needs.” – Rudy Joggerst, digital marketing manager, Janek Performance Group
10. They’re persistent.
“Persistence, when done respectfully and consistently, breaks through. It reminds [customers] that you are there with a solution to their problems. It gives them multiple chances to connect. And, though it may take half a dozen times to get a response, land that meeting or open a discussion, they will thank you in the end.” – Michael Mehlberg, co-founder, Modern da Vinci
11. They’re honest.
“A successful salesperson will not fib to close a deal because he or she knows that you’ve not only burned that bridge, but all of the potential other bridges that lead from your contact to their contacts. Better to miss out on a deal and maintain your honesty, integrity and network.” – Ollie Smith, CEO, Expertsure.com
12. They’re focused.
“The reps that achieve the best numbers quarter after quarter all have one thing in common: focus. They don’t get distracted by instant messenger or email, and they aren’t worried about office gossip. They understand what they need to do to be successful and set goals for themselves to achieve that success. They act with purpose in their day-to-day and apply deep focus to all aspects of their work.” – John-Henry Scherck, growth marketing manager, DocSend
13. They’re optimistic and upbeat.
“Top salespeople … tend to be upbeat, and radiate a sense of humor, fun and general positivity. While grounded in reality, they focus on what they can control, stay on course with optimism about what they can achieve, and [don’t] let the rest drag them down.” – Mike Kunkle, senior director of sales enablement, Brainshark Inc.
14. They have a broad worldview and cultural understanding.
“Timing, decision criteria, financial justifications, formality and even the expectations for support during and after a transaction may be quite different [in other markets], so international sales success takes empathy as well as patience. Additionally, in many markets around the world business is based on relationships, which takes longer to develop when working with international customers.” Ed Marsh, exporting adviser to American Express and founder of Consilium Global Business Advisors