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21,000 People Agree That These are the Top 5 Traits of the Best Salespeople 

Dave Kurlan | Feb 25, 2017 412 views No Comments

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Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles.

In that regard, today was very much the same when a reader referred me to this LinkedIn article that revealed the Top 5 Traits of the Best Salespeople.  As a matter of fact, I actually found the article refreshing.  First, the 5 traits were admittedly based on observation.  Second, the author asked readers to submit their own top 5.  And third, his five weren’t that far off the track from what the science says.  Nice job Bill Golder!

I will list Bill’s top 5 below, along with the actual scientific findings they are best aligned with, and provide some context for those findings.  The test as to whether Bill’s five are legitimate Top Traits of the Best Salespeople is not whether or not they line up with any of our scientific findings on top Salespeople (we have evaluated over one million salespeople); it’s whether or not they actually differentiate top salespeople from bottom salespeople.  Let’s take a look:

Bill’s #1 is Natural Curious. While there isn’t a scientific corollary to that, there are some findings and competencies that we can hook it up with.  Natural Curiosity is a nice way of connecting some of the attributes that reside in OMG’s Sales Core Competency Consultative Seller.  Asks lots of questions, Asks Great Questions, And Makes No Assumptions are three of the ten attributes of the Consultative Seller competency. On average, salespeople have 54% of the attributes of the Consultative Seller competency but the top 10% of all salespeople average 70%.  It’s an extremely important competency and when you consider just how crucial it is, and then consider that the bottom half of all salespeople average only 44% of that competency, you’ll immediately understand why so many salespeople suck!  

Top 10% of all salespeople – 70%  
Bottom half of all salespeople 44%
Meets the Criteria to differentiate.

Bill’s #2 is Student and Teacher.  Again, there isn’t a specific corollary to that but if you read the paragraph that accompanies #2, you’ll see it’s the ability to connect the dots and present and appropriate solution to pain points or, what I call compelling reasons to buy.  OMG calls this competency Presentation Approach.  Taking the same route as we did on #1, on average, salespeople have 65% of the attributes of the Presentation Approach competency but the top 10% of all salespeople average 78%.  It’s an important as a competency because it determines whether salespeople are presenting the correct information to the correct people at the correct time in the process. The bottom half of all salespeople average only 58% of that competency.

Top 10% of all salespeople – 78%  
Bottom half of all salespeople 58%
Meets the Criteria to differentiate.

Bill’s #3 is Loses Fast.  This time there is a direct correlation to the Rejection Proof Competency.  Unlike Fear of Rejection, Rejection Proof measures a salesperson’s ability to recover quickly.  Unlike the first two examples which are tactical, the Rejection Proof Competency is part of Sales DNA.  On average, salespeople have 82% of the attributes of the Rejection Proof competency but the top 10% of all salespeople average 94% and the bottom half of all salespeople average 73% of that competency.

Top 10% of all salespeople – 94%  
Bottom half of all salespeople 73%
Fails to Meet the Criteria to differentiate.

Bill’s #4 is Passionate which directly correlates to OMG’s Desire for Sales Success.  This Sales Core Competency is in the Will to Sell (or Grit) category.  On average, salespeople score 82% on Desire, the top 10% of all salespeople score 88% and the bottom half of all salespeople average 77% of that competency.

Top 10% of all salespeople – 88%  
Bottom half of all salespeople 77%
Fails to Meet the Criteria to differentiate.

Bill’s #5 is Likeable.  OMG has a likeable finding – it’s an attribute within the Relationship Builder Competency.  On average, salespeople score 52% on Relationship Building, the top 10% of all salespeople score 53% and the bottom half of all salespeople average 51% of that competency.

Top 10% of all salespeople – 53%  
Bottom half of all salespeople 51%
Fails to Meet the Criteria to differentiate.

As you can see, the bottom half of the sales population scores well and or within close proximity to the top 10% in three of the traits so those three fail to differentiate tops from bottoms.  But let’s not discount how well Bill did at identifying 5 traits that still matter in professional sales!

So which findings best differentiate top salespeople from everyone else?  I wrote about them in an epic article – a Rebuttal (to a junk science article) on What Elite Salespeople Do Differently. 

Finally, many readers missed this article with two great sales lessons.

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Republished with author's permission from original post.


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