7 Characteristics of a Successful Salesperson

| March 22, 2012

In the last blog we talked about the importance of testing for sales aptitude. Here we look at the specific traits or characteristics you want to be able to identify in a salesperson in order for them to be successful:

  1. Entrepreneurial/Strategic Thinkers – They see themselves as owning their own business within the business – They are able to see the “big picture” through the customer’s eyes.
  2. Empathy – Ability to read others – Ability to devise and articulate appropriate solutions
  3. Ego Drive – Motivated to get a YES – Set appointments, show up on time and prepared
  4. Self-esteem – Willing to learn and improve – Ability to bounce back from rejection – Assume they will always exceed their goals
  5. Self-discipline – They have the ability to just do it. – They are able to get up and go without supervision.
  6. Sense of Urgency – They have a high sense of urgency in that they want it to be done now. – They are able to manage their time well.
  7. They Build High Powered Partnerships – They communicate effectively.

When you look at your salesforce, how many of them possess these characteristics? When you place it in the context that the total cost of hiring the wrong sales person is calculated by the experts to be 3 x their annual salary, such things become increasingly more important. If you don’t take the time to assess personality types, strengths & weaknesses you may just be losing out on a whole lot of revenue out there.

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Category: Business Development, Sales

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