Are great salespeople made or born? That is still a question that is up for debate. There are some things that aren’t up for debate, however and those are that there are some characteristics that top-performing sales people share. If you run a business and work with a sales force, these are some of the qualities you will want to hire for or train if you find an individual that is stellar, but who may not possess all of the following qualities.
Here is what to look for in a top-performing sales person:
- They believe in your mission and your product. If they don’t believe in what you’re doing and what they are selling, the relationship will not be a successful one.
- They have a positive attitude. Sure, everyone has a bad day, but if you have a sales person who lights up the room and lifts the spirits of his co-workers, you have someone with whom you want to partner.
- They are engaged. If you have a sales force that likes to have fun as well as work hard — congratulations! Look for sales people who can help formulate the sales message, work with their co-workers to find solutions to challenges.
- They know how to “sell” your product or service. Yes, they need to believe in the company and its mission, but they also need to know the best way to sell what you have to offer. They understand that they are more effective if they’re offering a potential client a solution to a pain point.
- They are credible. In order to build a relationship with a potential client, your sales force needs to build a relationship and show they are credible and reliable. Not everyone engenders confidence and respect, but if you have someone on your sales team who does, you have a gem.
What characteristics do you find relevant? Do you have difficulty finding, or retaining, sales people who have those qualities? If so, give us a call and let’s discuss your challenges.