What defines a great salesperson?
Some people believe they have “the gift
of gab” and the ability to talk to anyone.
Some say they are fearless. Others say
they have an innate trait that can’t be
taught; you are either born with “it” or
you are not.
We don’t believe good salespeople
are born that way, or that they can talk
to just about anyone. (We all hate the
chatty salesperson!) And, fearlessness
is not as important as a willingness
to deal with the discomforts of sales
while on the way to success. The road
to a successful sales career is filled
with disappointments, rejection and
uncertainty. If you have the willingness
to put up with those things, you’re 90%
of the way there!
So, what attributes should a salesperson
possess to be successful? Here are three
to consider when interviewing someone
for your company or business:
1. Ambition and Drive: the deeprooted
desire to be successful and the
willingness to do whatever it takes to get
there. While money is very important
to them, they are driven by something
more personal. They are driven by goals,
and the need to achieve those goals is
their inspiration. They don’t need you,
your company, your manager or your
product to inspire them. If you have a
potential hire that has goals and knows
what it means to achieve (or not achieve)
them, you’ll know they possess the right
mind-set.
2. Willingness to Accept
Responsibility. Someone who
accepts responsibility takes ownership
of his or her results. They tend to look
inward for solutions and feel a sense
of control over their own destiny. They
don’t blame others or hold someone
else responsible for what happens.
When interviewing, be on the lookout
for excuses of any kind – inferior
122 TAMPA BAY MAGAZINE | SEPTEMBER/OCTOBER 2018
product, incompetent management, soft
marketplace, stiff competition, etc.
3. Taking Action. Like those with
ambition and drive, good salespeople
are self-motivated and willing to take
the initiative to drive business. It’s
important, however, that they take
the right actions. An overzealous
salesperson might jump in unprepared
or try to sell too aggressively, making a
bad impression on prospects. Look for
someone with a natural sense of good
judgment who is well-prepared and takes
calculated risks. The candidate may have
made mistakes in the past but, if he/
she hasn’t formulated a plan to avoid
making the same mistakes in the future,
they are not being very proactive about
ensuring success.
Hiring a top salesperson takes time,
dedication, and a specific strategy
tailored to uncovering a salesperson’s
inner composition. Look for these three
traits in your next candidate and your
odds of a successful hire will increase
dramatically.
E
DITOR’S NOTE: Sandler Training
provides proven, effective sales, corporate and
management training to high-achieving
companies and individuals throughout
Tampa Bay. Call Jim Marshall or Clint
Babcock at (813) 287-1500.
THREE ATTRIBUTES OF
A GREAT SALESPERSON
By Jim Marshall and Clint Babcock
Sandler Training
of Tampa Bay