The best and the brightest sales professionals have common characteristics and personality traits. Let's review a few of these traits in this article.
Self-image problems will make your salespeople inefficient and cause them to steal from themselves and you. Some of these problems include:
Salespeople who try to steal from their clients. If a salesperson's self-image is low, he or she will try to steal from clients because the person thinks of them as ignorant or foolish, the same characteristics assigned to himself or herself.
The salesperson who is a snob to the client from whom he or she is trying to steal. If the salesperson suffers from a terrible self-image, that will be demonstrated by treating your clients as less than human.
Salespeople who do not produce at their best level suffer from low self-image. These persons might steal from the company, the client, and themselves because they are underachievers.
|Relationship with Others|
|Setting Goals and Reaching Them|
It is estimated that people increase the probability of reaching their goals significantly if they write them down and place them in front of their face day after day. A top salesperson is someone who has realized the truth of the saying, "People do not plan to fail; they fail to plan." Top sellers plan, and part of their planning is setting personal goals.
Top salespeople know that writing down goals and keeping them at the forefront helps achievement because they have studied and learned from people like Zig Ziglar, one of the world's best salespeople, or because they have studied a text or spiritual instruction that teaches this principle.
Do not expect your prospective salesperson to openly offer information to you about personal goals; but if you ask that person, you can expect him or her to give an affirming answer about taking an active role in setting those goals. The job candidate may offer to tell you where she or he posts those goals, but do not expect the person to tell you the details of those goals.
But, when he was toddling around our house, a relative visited and noticed my language with him. The relative made fun of my linguistic practice with my son commenting, "I don't want to say anything because it may not be P-O-S-I-T-I-V-E." He spelled the word positive as adults spell ugly words in front of small children to let me know that he resented my example to my son. But, the comment only highlighted his own bad attitude. In a similar way, the attitude of your prospective salesperson will show up in conversation at the interview.
You cannot and will not want to promote someone beyond what he can handle with excellence because your company will suffer. But someone who has a terrific attitude, especially in the face of adversity, is a treasure and a person you will trust enough to give a considerable amount of latitude and responsibility.
|Work and Desire|
Having said that, the grandfather of sales, Zig Ziglar once wrote, "When you give a man a dole, you deny him of his dignity and when you deny him his dignity, you rob him of his destiny." We would all do well to think hard on this as we seek to reduce what we do each day and too quickly embrace the warm fuzzies of a government dole. In today's political climate, embracing Ziglar's notion may bring accusations of political opposition to the power party, or may bring accusation of racism. But Ziglar's words are pearls of wisdom for choosing the best and the brightest salespeople.