Go ahead and ask an uber successful saleperson what makes them different from the average sales rep. According to Harvard Business Review,you will most likely get an inaccurate answer, if you happen to be lucky enough to get an answer at all. Truthfully, that salesperson may not even know the answer to that question. Why? Because the ultra-successful sales men and women simply do what comes naturally to them.
Steve W. Martin, teacher of Sales Strategy at the USC Marshall School of Business, in an HBR article wrote about having had the privilege of interviewing top B2B salespeople over the past decade. Along with his interviews, he administered personality tests to 1000 of them with the goal of measuring their five main personality traits in order to better understand what separates them from their peers.He then compared the test results of the top performers to those who had been average or below average in terms of sales quotas. The findings indicate that key personality traits directly influence top performers’ selling style and ultimately their success. “Below, you will find the main key personality attributes of top salespeople and the impact of the trait on their selling style,” says Martin.
- Achievement Orientation
- Lack of Gregariousness
- Lack of Discouragement
- Lack of Self-Consciousness
Not all salespeople are successful. With all the tangibles being equal, why do some salespeople succeed where others fail? Martin says, “The evidence suggests that the personalities of these truly great salespeople play a critical role in determining their success.” Click here to read the full HBR article.
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