Victory repeats itself, he has become the sales performer of the month, receiving applauds and praises from his team and the manager. Once again he is the sales star and you are still part of the crowd that is applauding him. You did everything he has done, made cold calls, approached prospects, scheduled appointments then where do you think you lack the traits to be the Sales Star?
I recently researched on top performing sales reps to satisfy my curiosity and understand what are the qualities that distinguish them from others. I came across various traits of top performers that contributed to their success.
So, I have listed the most important traits of the successful sales reps to help the sales professionals who are striving for the top performer position.
“Focus on your goal. Don’t look in any direction but ahead” -anonymous
Until or unless you seek success, you will never find it. People who are fixated on a goal and work with unwavering determination have higher possibilities of achieving it.
Such individuals are:
They will do everything it takes to reach their goal.
Sales is not a piece of cake; some customers won’t even agree to listen about your product, forget about convincing them to buy it. They might refuse initially but focused professionals are never discouraged by refusals; they will try their best to convince the prospect.
They know how to convert a ‘no’ into a ‘yes’. It all depends on the sales rep convincing skills; giving up is never an option for a sales professional. Top performing sales rep are achievement-oriented, they strategize and continuously measure their performance to reach their goal.
“The key to everything is patience. You get the chicken by hatching the egg, not by smashing it” -Arnold H. Glasow
Smart people don’t rush; they are calm and patient. When time is ripe, they make the right move. Some sales rep feel the only way to hear from the prospect is through sales follow-up. Following up is good, but you need to control its frequency.
Nudging constantly with a mail or call might irritate them as they too are stuck in a busy schedule. A sales rep must have a proper track of his deals and must know the right time to follow up to hear something positive from the prospect.
Building a relationship with a client can take time, and sales personnel needs to be optimistic and keep his cool.
“Confidence is a characteristic of a positive attitude. The greatest achievers and leaders remain confident regardless of circumstance”-John C. Maxwell
Confidence is the strength to face challenges. Without self-confidence, you cannot survive in the realm of sales. You will come across various kinds of customers, from rude to impulsive and if you are not confident it will be tough to deal with these customers.
With confidence, you will set an impression that you know your product well and you are here for a solution that is beneficial for the customer’s business. This will capture the customer’s interest and help in building their trust in your product.
‘The future belongs to the curious. The ones who are not afraid to try it, explore it, poke at it, question it and turn it inside out’- Anonymous
Inquisitiveness is the key to unlock the door of opportunity. Curiosity helps in moving forward and exposes you to vital information that can be useful in closing a sales deal. sales Star
Top performers are hungry for knowledge. They try to grab as much information they can from a customer.
Curiosity bridges the gap between you and your customers. The more you know about a prospect’s business, the easier it gets to convince them to invest in the product you are offering.
“Consistent actions create consistent results”-Anonymous
Sales stars are not ready to leave their title. They try to be consistent in their performance to stay on the top.
Consistency is the ladder to success in sales, along with the sales rep it also benefits the company add on to their business revenue.
The Final Words
“The price of success is hard work, dedication to the job at hand, and the determination that whether we win or lose, we have applied the best of ourselves to the task at hand”- Vince Lombardi
Self-improvement is a major factor of an individual’s career growth. Increase your efficiency to decrease the distance between you and your goal.
I hope by embracing these traits you can improve your performance and quickly become the sales star for your organization.