How to Understand Sales Characteristics of Top Sales Performers
05.17.17 | Sales Recruiting | Chelsey Canavan, Marketing Manager at Treeline, Incorporated
Sales Characteristics That Matter
You’ll hear that in order to be a top sales performer, you need to be coachable, resourceful, resilient, positive, curious, a good listener, competitive, empathetic, creative, communicative, and so much more. And it’s true, those sales characteristics do separate the good from the great.
However, the sales characteristics I am referring to are what makes one salesperson a fit for a sales job over another.
One of the biggest reasons companies fail to hire the right salesperson for their sales job, is that they hired for the wrong sales characteristics.
There are certain sales characteristics hiring managers have to focus on when hiring the right fit for their sales team.
You need to understand what sales characteristics are required. Ask yourself, does this sales role requires someone who has:
- A transactional or strategic selling approach?
- Inside or outside sales experience?
- Sold into general decision makers or C-level decision makers?
- Sold a product or service?
- Hunting or farming sales experience?
You also need to consider their previous:
- Sales quota
- Percentage to quota achievement
- Average sales cycle
This is essential data to give you more insight into the right fit for your sales force. If your role has long sales cycles, a salesperson that is used to coming from a transactional sales environment may not be the right fit.
Once you focus on those key and required sales characteristics, then you can focus on soft skills like are they?
Do they have GRIT? The ability and determination to persevere, endure, struggle, fail, get back up, and hit long-term goals.
By understanding these fundamental sales characteristics that can better predict success in the role, you will set yourself up for sales recruiting success.
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