This week we look at a trait that ebbs and flows with salespeople. Typically, candidates have a lower level of role confidence (a driver in their reasoning for finding a new job). Established salespeople who are having success tend to have higher role confidence.

The lack of this trait usually reveals an indecisive, uncertain salesperson. This weakness unfortunately is most often revealed in front of a prospect.

Role Confidence
The ability to develop and maintain an inner strength based on the belief that one will succeed. Role Confidence is a combination of a salesperson’s ability to see their role clearly, positively, practically and functionally. They see themselves as valuable in that role.

A salesperson with strength in this trait will be willing to give their opinions in situations where they do not have a thorough knowledge of all the particulars. They will most likely not be overly stubborn or insistent about their opinions.

A salesperson with weakness in this area will not be very assertive in the majority of professional situations. They may also lack the security in their opinions about what it is that they are doing (or supposed to be doing) so that they become indecisive, unsure of how to proceed.

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