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Look for 5 Qualities When Hiring Salespeople



Question: How do you recognize a natural-born salesperson?


Answer:

According to “How to Hire and Develop Your Next Top Performer,” it takes a certain type of personality to succeed in the sales profession. The book discusses five qualities that top salespeople have in different measures.

These qualities cannot possibly exist equally in all salespeople; rather, it is a specific blend that make a salesperson great. Ego-drive. Salespeople with high ego-drive get deep, personal satisfaction when the client says “yes.” “The yes,” according to co-author Herbert Greenberg, “must mean more to (a salesperson) than simply ‘I’ll buy your product.’ It is the yes that is valued by the salesperson” Empathy is the ability to relate to customers’ concerns and put yourself in their shoes. Empathy demands that you understand the client’s problem, but from a sufficient distance to still be objective.

Service motivation. While a person with high ego-drive derives pleasure from a yes, a person with strong service motivation derives satisfaction from gratitude. As these two qualities are dependent on such different outcomes, it is unlikely that a salesperson will have both qualities in large amounts.

Conscientiousness can be defined as the ability to get a job done within a specific time frame.

Ego-strength. No matter how great a salesperson is, sales is a game of rejection. Thus, the last characteristic vital to the sales profession is resilience. Learning to face rejection and not getting bogged down by it is one of the most important aspects of a successful sales personality.


Written by Marcus Schaller, managing editor of San Diego-based

Purple Dot Magazine,

a free online publication covering marketing, sales and public relations for small businesses and self-employed professionals. To learn more, visit www.purpledotmag.com.

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