Posted Sunday, March 2, 2008
While thinking about all the sales-people that we've managed, trained and coached over the years we conducted a study to determine the common characteristics of top sales performers. The evidence we found is clear that most people can be top sellers when they are willing to be open, learn, commit, and focus on their performances. Here are the attributes we found in highly successful sales professionals:
 Open to feedback, coaching and new ideas. They were hungry to learn and they were willing to seek support. They were always learning. Willingness to take correction – Try it out, rather than argue against it.
Did not take “no” personally and allow it to make them feel like a failure. They had a high belief that things were always going to work out in their favor.
100% acceptance of responsibility for results. They didn’t blame the economy, the competition, or their company for decreases in closing deals. They looked at the world from a place of abundance and that there is always “enough.”
High levels of ambition and desire to succeed. This is the key area because it affected priorities and how they spent their time on and off the job, with whom they associated, etc. No matter how tempted they were to give up they persisted toward goals. Self-discipline was a key. They always, Played to Win!
High levels of empathy. The ability to put themselves in the customer’s shoes, imagine their needs and concerns and respond appropriately was a habit.
Intensely goal-oriented. Always knowing what they were going after and how much progress they were making kept distractions from side-tracking them. They visualized and were crystal clear about the future they were moving towards.
Above average ability to solicit referrals. They were willing to leverage their clients, strategic partners, network and friends even when it was uncomfortable.
Impeccably honest with themselves and the customer. No matter what the temptation to fudge, these people resisted and gained ongoing trust of customers.
Ability to approach strangers even when it is uncomfortable. In particular, there willingness to publicly speak and present in front of large audiences in order to generate leads.
How many did you rate high in? What can you do to make a shift to possess these high performing qualities? Selling is a great profession filled with opportunity. But that opportunity must be utilized….and that takes openness, commitment and focus.
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