Hiring top sales performers has been difficult since the first exclusive sales person was hired. What personality traits make up top sales performers and how can you keep them motivated? We list a few of the crucial traits to look for in salespeople below. Remember: if you can find someone who exhibits most of these traits you should grab them as they’ll likely compete to lead your sales pack soon.
Many agree that communication is today’s most important skill. The effective salesperson must develop the interpersonal skills that make their product or service indispensable to their prospect. Additionally, clear communication within a sales team is critical to ensure that all team members understand their individual role and how they can best support the team’s larger initiatives. A key attribute of a great communicator is that they are also awesome listeners. People don’t want to feel like they are being sold to. They want to feel like they are contributing to a solution. Through attentive listening, you can develop meaningful questions that allow you to tailor a product or solution to the needs of your client. A prospect needs to sense your team’s confidence in your recommendation to feel comfortable with implementing your solution.
A good team member should be able to think outside the box, see beyond the standard sales pitch and adapt to the needs of the customer and their unique problem. The days of one-size-fits-all solutions are long gone; the need to be innovative and forward thinking has never been more important. A great sales team doesn’t simply come up with the same answer for everyone, they tailor their solution to each customer.
It is what you do when faced with obstacles that determine your success in the long run. It’s true that it takes eight touches to generate a meeting with a prospect. This means lots of persistency is required to continue to reach out after potentially multiple rejections. A good salesperson is mentally tough, isn’t easily discouraged, and doesn’t take rejection personally. It is easy for them to bounce back from losses. They also learn from their mistakes and see failures as investments in the process. As a team, each person should recognize that they don’t accept the first no as a final decision and keep revisiting and looking to solve their client’s problems.
As technological advancements continue to impact sales teams, professionals must be constantly adapting to improve sales processes to better reach customers. In addition to adopting and leveraging the latest technology, each team member has to adapt to changes within the sales industry as well as the client’s industry. Being flexible in strategy and approach is key when looking to maintain sales success.
A great salesperson isn’t just up to date on the latest sales techniques and processes, but is also knowledgable on the particular industry that they are selling for. Despite prospects doing more research than ever before they buy, salespeople can still leverage their expertise and become resources to prospects. This increases trust and eases the buying process.
An effective sales team follows a preset framework for identifying and then approaching new prospects that fit within their target audience. By maintaining proper discipline, the team can have confidence that the prospects they are approaching are the right candidates for their product or service. They maintain this discipline even when it might be easier to lose their marketing focus and pursue less worthy prospects. With good discipline, you develop good sales habits that the team can utilize daily to keep their sales activity on course and hit team goals.