One of the hardest tasks for revenue leadership is finding the right salespeople. Great sellers are the lifeblood of a successful business and not everyone has that edge. In this post, I want to zero in on the qualities that truly define top-performing sales reps. I won’t harp over the number of years of experience or having a degree from a high ranking college, I’m going to point out the qualities that a sales rep possesses that actually drive results.
Three Best Sales Qualities
There are three non-negotiable sales traits that set “A” players apart. Without these, nothing else matters. You can be the most charming, charismatic, well-connected seller out there but if you’re missing these core qualities you’ll never be the top rep. Here’s what you absolutely need to look for (or develop) in sales talent:
Analysis
Sales is all about problem solving. The best reps have the ability to take in tons of information, filter out the noise, and zero in on what is going to make a difference for the prospect. They can identify patterns that others miss and can make predications on where the account is heading.
Creativity
This is my favorite one. Once their analysis is complete, “A” players come up with solutions that blow the competition out of the water. They’re not following a script or presenting a canned demo / solution. Instead, they’re thinking outside the box and giving the problem / solution a fresh spin.
Determination
Sales is tough. The best have the grit to push through when things get tough. They refuse to quit when they’re faced with rejection or setbacks. They possess an ability to identify what’s working, double down on it, and find a way to win.
Additional Sales Qualities to Look For
Like I said, the big three are non-negotiable. But I also like to find salespeople who possess the following in not particular order.
Communication skills
Sales is a social profession. I don’t need super charisma or negotiation skills. I do need reps who have solid communication skills and have the tools and awareness to get a point across clearly.
Self-starters
Especially for smaller teams. I don’t want reps that I need to hold their hand through every step of the process. I will never turn away a rep who asks for help, but there comes a time when they start to rely on managers or other reps too heavily. I want people who are willing to go out, find potential business, and self-motivate themselves.
Quick on their Feet
Can they adapt to new situations and learn on the fly. In sales, no two days are the same. Top performers aren’t thrown by curveballs. They can pivot quickly when a prospect throws an unexpected objection out during a demo or recommendation. They can quickly grasp new product features and industry trends and adapt their selling approach accordingly. They can speak the language of their buyers regardless of the level or role.
Business Savvy
Do they understand the environments where their clients lives and how the product fits into this market? The most successful sellers can grasp complex business models. They can speak the language of the C-suite. They understand their client’s industries including common challenges, regulations, and the competitive landscape.
Top performers see themselves as consultants and advisors to their clients. They can be in a boardroom and actively participate in business strategy discussions. Strong business acumen allows reps to connect dots for each participant in a buying process and make compelling cases for how and why their solution is the right strategic move for a business.
Long-Term Success
I don’t love resumes, they overinflate minor successes and remove failures. I don’t care about degrees or years of experience. I want to find people who have:
Track record of achievement
Consistent quota achievement is good, but what are they pursuing outside of work? Are they community leaders or do they have a personal pursuit that they’re focused on?
Self-created processes
Have they been successful following a playbook that was handed to them? Or have they adopted their own style when they needed too?
Ability to learn from failures
Everyone fails. In sales it’s part of the game. How they handle those failures is what’s most important to me. First, they own it. No excuses, no finger pointing, just a full acceptance of the fact that they missed. They analyze their failures, ideally before we talk about it. What do they hypothesize went wrong, how are they adapting to that failure, and what are they doing differently moving forward?
As a leader, it’s your job to build a team of “A” players, if you’re not then you’re not an “A” player yourself. It takes work to find top talent, but the payoff is massive. Focus on the big three – analysis, creativity, and determination. Don’t miss out on great potential by focusing on years of experience or degrees. Be willing to go against the grain and take a chance on a hustler with a proven track record for success.
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