When asked about the common traits of exceptional sales reps I’ve encountered, worked with, or managed, I can identify a list of unique qualities that make them stand out.
From this list, I have selected five key attributes that define them.
1️⃣ Purposeful Choice of Profession
Outstanding sales reps have a clear understanding of why they chose this profession.
It’s not merely about liking people or making connections; they understand the inherent challenges, constraints, and benefits. They are aware that they will be measured against tangible results.
2️⃣ A Strong Sense of Urgency
These top performers exhibit a high sense of urgency, enabling them to prioritize and focus on the right opportunities and actions.
They channel their energy into activities that truly matter, ensuring maximum productivity.
3️⃣ Effective Planning
The “luckiest” sales reps are those who meticulously prepare. They believe in the “90-10 rule: 90% perspiration and 10% inspiration”.
To them, sales is more of a science, and having a well-thought-out plan is essential for success.
4️⃣ Risk Management and Maximizing Opportunities
Exceptional salespeople excel at risk management.
They prepare meticulously, ask insightful questions, leave no stones unturned, identify decision criteria to reduce uncertainty while fostering win-win relationships.
Their goal is to consistently deliver positive outcomes for both clients and their organizations.
5️⃣ Belief in Their Impact
They are in the driver’s seat, they are actors rather than spectators.
They don’t see a sales cycle as being linear and external to them.
They believe they add value in the sales cycle. These sales professionals have built strong rapport with their clients, positioning themselves as indispensable in the sales cycle.
In today’s digital age, where clients have easy access to information, their ability to go beyond basic “brochure descriptions” is a must and a justification of their value.
The list can easily be longer. Try the exercise.
Without considering your salespeople’s soft skills, your programs to improve sales results will have only a limited impact.
Agree? Disagree? Any other criteria?
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