Anyone who’s worked in sales knows that it’s not for the faint of heart. No matter how stellar a skill set one possesses, not everything translates to a corporate environment, and it’s hard to mask a poor salesperson.
So, what exactly makes a good sales executive? There’s a big difference between industry knowledge and character traits. While experience is crucial to the role, it’s not a predictor of long-term success, which sometimes presents a challenge when seeking new employees. An article in the Harvard Business Review stated it best. “In sales, hire for personality, then train for skill.”
Here are the top 5 traits of the most successful B2B sales executives:
1. Self-Motivation- We’re all driven by quarterly goals, but what about the days in between when no one else is looking? To be successful in sales, one needs to be motivated by an innate drive for improvement, particularly in a more virtual environment. Strive to be 1% better than the day before. Over time, it will add up.
2. Flexibility- No two days in sales are the same, and riding the wave is part of the job. The ability to adapt quickly and make real-time adjustments is crucial for top sales executives. You’ll need to be able to prioritize (and then re-prioritize) on the fly without losing your cool.
3. Responsiveness- Showing up and being informed matters, but not if the follow-through is lacking. B2B executives should promptly respond to inquiries and issues to avoid competitors swooping in. And while you might not have exactly what the client needs, they’ll remember your responsiveness and reach out with future opportunities.
4. Approachability- The more clients like you, the more they’ll want to do business with you. Adopt a “less talking, more listening” philosophy to avoid dominating the conversation. And most importantly, be likable. Bruce Nordstrom, ex-chairman of the department store bearing the same name, said, “We can hire nice people and teach them to sell, but we can’t hire salespeople and teach them to be nice.” Honesty and a little humility go a long way.
5. Positivity- Daily struggles happen to the best of us. But in sales, the client needn’t be privy to your problems. Maintain an optimistic rapport to develop and strengthen working relationships. A positive attitude is contagious and can impact sales, so keep your competitive edge despite setbacks. In fact, a study of MetLife sellers revealed that professionals with a positive attitude outsold their pessimist peers by as much as 57%.
It’s been said that up to 80% of one’s success in sales is dependent on a good personality. So, remember that while you can teach skills, you can’t teach charisma. Choose wisely.
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