The 2011 book, The Challenger Sale, by
Matthew Dixon and Brent Adamson classified B2B sales reps into one of
five profiles: the Hard Worker, the Lone Wolf, the Relationship Builder,
the Challenger, and the Problem Solver. These profiles were based on
the skills and behaviors reps exhibit when interacting with customers.
But behaviors are not the same as personality and anyone who has ever
worked in sales knows, it’s full of personalities. While every sales rep
is unique, the cream of the crop across profiles tend to exhibit some
of the same personality traits. Here's our list of the 5 personality
traits of the most successful sales reps. If you work in sales, chances
are that you share some of these. Which ones apply to you?
1) Charismatic - Sales
careers demand being in front of customers day in and day out so reps
have to be a sociable bunch but, the most successful sales reps are
charismatic in a unique way. The difference between the best and the
rest is that their charm isn't based on arrogance, but rather a
capability to find a way to relate to everyone. This in turn makes
everyone want to be around them. They are great listeners, storytellers, and always make their clients feel like they are the most important people in the room.
2) Aggressive - The
same quality that gives salespeople a bad reputation also happens to be
one that sets the most successful ones apart. Being aggressive in sales
is a must. But the top performers know how to be aggressive without
being abrasive or pushy, and that is a nuanced difference. A successful
sales rep is not afraid to push the line ever so slightly and always
overcomes objections with knowledge and grace. An unsuccessful one isn't
able to assess where the line is for a customer and gets defensive,
angry, or lashes out at the competition when a customer brings up an
objection.
3) Confident - If
you don't have confidence in sales, you will never succeed. It's just
that simple. Dealing with rejection day in and day out is incredibly
difficult, and every single sales rep experiences it. The difference
between the ones at the top of the board and those that aren't is that
they understand that rejection is a part of the process, and are
confident that if they just keep plugging away, their next deal is right
around the corner. Successful sales reps are confident in their own
abilities, and never come off as arrogant to their coworkers and their
clients, no matter how successful they are.
4) Competitive - Many
former athletes go into sales because of the competitive nature of the
profession. Since you're constantly being measured and compared to those
around you, the best sales reps allow their competitive nature to come
to the surface and drive them to attain better results. There are also
some sales reps who frame competition differently, preferring to focus
on beating their own previous performance numbers rather their
co-workers; more like a solo mountain climber looking to bag a higher
peak. But the best sales reps are truly competitive, and they compete
with class, preferring to leave the arguments and pettiness on the
sidelines where it belongs.
5) Systematic - This
personality trait is probably the most overlooked when it comes to the
most successful sales reps. A system, or a process, for conducting
business is one of the most vital aspects of high performance. This
doesn't always mean organization, as many high-achieving reps may have
desks scattered with paperwork (and empty cans of Red Bull). But it does
mean that they have a process, which may only be in their head, and
they execute it. Whether it's a system for prospecting, pitching, or
following-up; unless a sales rep has a consistent process, and iterates
to perfect it, he will never be the best.
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