I was just doing some light reading the other day…ya know, Harvard Business Review, the usual
Wait
What?
Yes, I was reading HBR
Why?
I have no idea but I came across a post that caught my eye
I do not consider myself a salesperson in the slightest, but I was actually surprised and intrigued by their findings…and I’m wondering why I’m not a successful salesperson, haha.
What do you think it takes to be a successful salesperson?
I think cocky, all knowing (I’m talking Ryan from the Bachelorette, Emily’s season, haha)
Then after reading this I realized he wasn’t too successful because he didn’t “win” and let’s face it, we all saw through him by the 2nd or 3rd episode…he went down hill real fast!
So here we go!
According to HBR the 7 personality traits of successful salespeople are:
Modesty
“Ostentatious salespeople who are full of bravado alienate far ore customers than they win over”
They don’t establish themselves as the focal point, rather their team is the centerpiece.
Conscientiousness
Reliable, grateful and feel responsible for their results
They take control of their destiny
Achievement Orientation
Goals, goals, goals
“Measure their performance in comparison to their goals. …They strategize about the people they are selling to and how the products they’re selling fit into the organization.”
Curiosity
Curiosity didn’t kill this salesman!
Curiosity-a person’s hunger for knowledge and information
Lack of Gregariousness
Gregariousness-preference for being with people and friendliness
“overly friendly salespeople are too close to their customers and have difficulty establishing dominance”
Lack of Discouragement
“90 percent were categorized as experiencing infrequent or only occasional sadness. …a very high percentage of top performers played organized sports in high school. There seems to be a correlation between sports and sales success as top performers are able to handle emotional disappointments, bounce back form losses, and mentally prepare themselves for the next opportunity to compete.
Lack of Self-Consciousness
Not embarrassed easily
“Comfortable fighting for their cause”
I thought this was a really interesting article, because all the successful salesmen I know are a little cocky. The loud annoying ones that people don’t really like to be around…but it turns out it’s the modest ones who don’t embarras easily and who are goal oriented.
What areas do you need work in?
I need help in the last 2 areas!
