Qualities of Salesman Who Give Exceptional Results: Salespeople are not collaborators like the others. If you want to succeed and be effective in this business, if you want to be recruited and make a career in the best companies, you must be endowed – or acquire – some of the qualities sought by business managers. But then, what commercial dream is your manager or future manager have?
3 – Great Qualities of Salesman
Below are the top 3 qualities of salesman that must be in your sales-force management.
- Be Autonomous in Driving your Performance
As a salesperson, you surely have the culture of risk, sense of effort and you know better than anyone that nothing is ever acquired. In order to fulfill your goals, you must be able to meet the expectations that are placed in you and to show concentration on a daily basis. To do this, it is essential to master your products and / or services at your fingertips and always follow the progress of your files. But to achieve your goals, you must also know how to manage your time and demonstrate a seamless organization that allows you to prioritize your actions.
Your sales manager expects you to be self-managed. Indeed, any manager dreams of a salesman capable of being reactive, to seek advice when a problem or a limit stands, to formulate its own strategies, but also to propose solutions and prioritize its missions. In a nutshell, you need to be autonomous and able to drive your performance.
The coach’s advice: there are now digital platforms that allow you to monitor your performance on a day-to-day basis in an intuitive and motivating way, and to train yourself. Think of talking to your sales manager!
- Show Perseverance
The figures speak for themselves : 80% of sales require 5 phone calls after a first meeting and 44% of salespeople abandon after a single recall (*). Determination is a quality highly valued by managers, without which it is impossible not only to be effective but also to register over time.
In this perspective, a good salesperson must be patient with a sometimes undecided clientele, but also withstand the pressure and stress of the goals. Beyond determination, it is the resilience that is sought by commercial managers: this ability to bounce back, to move forward after a failure and to interpret the signals to do better the next time.
To do this, look more at your manager as a coach rather than as a hierarchical superior: he accompanies you to focus your attention on what is important, whether you are among the top performers.
The coach’s advice: The best way to improve resilience, or to prove your resolve, is to set SMART goals (specific, measurable, ambitious, achievable and time-measurable) that you must be able to follow on a daily basis. To do this, focus your efforts on indicators of means: number of calls / day, number of appointments / week. You will be able to see and track your progress over time.
- Opt for Communication Based on Sharing
Other qualities sought in sales: the sense of relational, sharing and a good ability to listen with your prospects and customers, but also internally. Indeed, the trade profession is today a listening and consulting job. To understand the needs of the prospect and to be able to propose a relevant solution, it must be listened to. In this way, the dream commercial must be able to adopt open, dynamic and constructive communication.
Also internally, your manager expects you to communicate with your management and your employees. If you fear your manager or your colleagues, if they are suspicious of you, there will be nothing positive for either party. On the other hand, if you inspire confidence, if you are listening, your team will support you, advise you and your performance will suffer. Feedback passes through all forms of language, from voice to body and through emotions.
Communicating also involves the exchange of best practices. A manager appreciates that you share, for example on the interface of exchange of your company, your returns of the ground and your advice: ideas of new ways to present a product or a service, your tricks to speed up the closing phase, etc. You show that a commercial works for the commercial strategy of the whole company. And this type of profile is particularly popular among sales forces. Creating a link among the sales teams and developing genuine trading communities are part of the specifications of the modern commercial manager.