So why do some salespeople succeed at being in that 10%, where others fail? Is it personality, persistence, skills or just plain luck? It is my belief there is definitive skillsets to success in sales and personality traits that when put together make the best of the best.
Here are 10 things I look for when hiring.
Drive: Top Producing Sales People are very driven…I know because I was one. They think about their game from the time they get up until the time they crash at night. They don’t waste time doing anything that doesn’t benefit their bottom line and overall goals.
Focus: They have focus like a race horse…fast and straight. They don’t look up much. Many times I would become so focused on my world I didn’t know who the other potential top producers were out there.
Self-Sustaining: Most top producers are good Managers of their own business. They know what they want and how to get it. As a Manager you really need to just support them, but they don’t need the day to day hand holding that some do but when they need it, you need to be there for them.
Big picture thinkers: Top Producing Sales People are usually on commission and therefore running their own enterprise. They are big picture thinkers…their world is big and it feeds many people. So you usually find them to be wrapped up in their own world making sure everything runs smoothly and always looking at systems and better ways to do things.
Knowledge: I was always amazed at fellow President Club members. They knew the products better than the people who created them. They knew every inch of their products and could find the slight differentiations between their products and the competition’s products.
Charisma-: Great Sales People have an energy you just want to be around. They are not fake, they are sincere and they look out for their client and the client feels that and knows that on a deep level.
Confidence: They have confidence that comes from expertise, knowledge and being secure with themselves and their place in the world. It emits from them in everything they do.
Persistence: They get up, show up and go out and do it every day. They know what they want, have a map and execute it. They simply don’t give up. The re-route when needed and keep on keeping on.
Planners: Though I do think luck can have some effect on some people’s success, but to sustain success you must have a plan and be altering and adjusting that plan all of the time to stay current. Great Sales People have a plan and can tell you that plan without hesitation, its part of their DNA.
So do you want to be Great! Do you think you have what it takes? Start with dedicating yourself to a great company, a plan of attack and making the commitment to taking the steps necessary to transcend yourself to the top of the mountain. It’s a trip well worth the climb!