Search Results for: "sales traits series"

Sales can be an emotional roller coaster. Sales can be frustrating and anger-inducing.  Conversely, sales can be joyful and exciting. But what about salespeople who allow these emotions to rule their behavior? Successful selling requires poise in the midst of an emotionally-charged environment. This week we look at one of the top 10 traits for sales success. Emotional ControlThis is the ability of a salesperson to maintain rational and objective actions when experiencing strong internal emotions. This trait measures one€™s ability to control their own internal emotions and prevent them from affecting their actions, logic, objectivity, etc. Emotional Control deals with keeping internal emotions in instead of letting them get the better of the salesperson. A salesperson… Read More

This week we look at a trait that is important when assessing sales candidates for complex, long sales cycle positions.  Proactive or reactive is the difference in this highly valued sales trait. Proactive ThinkingThe ability of a salesperson to evaluate future implications of current decisions and actions. This would include examining the long-range effects of a decision. The ability to mentally create the scenarios and outcomes of situations that could develop from decisions or plans of action. A salesperson with strength in this capacity will tend to evaluate current situations, needs and actions based on how they will change in the future. A salesperson with weakness in this area will tend to… Read More

This week we look at a trait that is beneficial to both salespeople and sales managers. The ability to stay balanced in forming decisions is integral to sales success. Salespeople who can look at the entire opportunity and properly weight the pieces before pursuing it are the most successful. Salespeople who can’t often chase the proverbial rabbit down the hole. Balanced Decision Making This trait involves the ability to be objective and fairly evaluate the different aspects (people and other) of a situation. This ability includes making an ethical decision that takes into account all aspects and components. It is the ability to maintain a balance between the needs of… Read More

This week’s trait is one we bandy about here at Select Metrix often regarding salespeople.  This trait is important in all sales but especially in complex selling environments.  Pay special attention to the weakness description – it is a common issue we encounter amongst salespeople struggling in a complex sale. Integrative Ability The ability to evaluate what to do is also the ability to identify the elements of a problem situation and understand which components are critical. Being able to clearly see the component dimensions of a situation gives a person the ability to see different types of situation structures. Thereby, they are able to see different types of problem… Read More

This week we look at an age-old sales trait that, unfortunately, is common to many salespeople.  Personal responsibility in sales involves being responsible for results.  Holding salespeople accountable for their results is part of the sales manager’s job.  If you are experiencing a problem in this area, as a sales manager, your first task is to stop the salesperson’s excuse making.  That move is the first step to accountability for the salesperson. Personal AccountabilityThis is the ability to be responsible for the consequences of one€™s own decisions and actions.  It involves taking responsibility for these decisions and not shifting the focus of blame or poor performance somewhere else (i.e. others). A salesperson… Read More

We€™re looking at a €œbolt-on€ aptitude that is quite complementary to last week€™s trait – Practical Thinking. Problem Solving has become a much needed sales trait in that salespeople today need to be subject matter experts. Prospects expect salespeople to be able to diagnose the prospect€™s pain points. This trait also assists a salesperson in bringing back the needed information to formulate the best solution for his or her presentation. Problem Solving This is a salesperson€™s ability to identify alternative solutions to a problem and to select the best option. This basically means to be able to identify the system component that is causing the error as well as the… Read More

Sales requires the ability to balance time and quality in a practical manner. Sales also requires a person who knows how to get things done. This week we focus on a specific trait that measures this ability in a real-world manner. Practical Thinking The ability to make practical, common sense decisions; to see and understand what is happening in a common sense way. This trait realistically identifies problems and solutions in practical terms rather than in theoretical or conceptual terms. A salesperson with strength in this trait will be able to properly balance getting things done in a timely manner with getting things done in a quality manner. A weakness… Read More

This week we look at a subtle, but powerful, aptitude for successful selling. Salespeople with this trait are often described as being able to “read a situation” with amazing insight. Understanding Attitude The ability to read between the lines in understanding such things as body language, reticence, stress and emotions. Essentially, the capacity to grasp the intangible aspects of a complex situation. A salesperson with strength in this area will utilize more than simply words to gather information about another. A weakness in this area indicates a lack of ability to measure another’s attitude through indirect signs or signals.

This week we look at a trait that is growing in importance with the number of home-based sales position. We are working with multiple customers to find strong salespeople who are located in the territory and based out of their house. Truly this is a strong trend for the future. One trait that needs to be measured is this week’s offering. Self-Direction Balanced self-direction originates with an internal drive to excel in a chosen career path. It requires one to have a strong desire to be better than they currently are today. This trait includes having a clear vision of one’s future objectives and the self-discipline and organization necessary to… Read More