An important part of developing a high performing sales team is making sure the group is comprised of the best suited individuals who are or have potential to be high performers. These salespeople have demonstrated success in their ability to generate new business by identifying prospects who are good potential clients and effectively moving them through the sales process.
In today’s business environment, salespeople also need to be able to represent the company professionally and prospect competently in person, via phone and using video conferencing. Salespeople need to be well organized, transparent and results-focused with the ability to earn the confidence of not only new contacts and prospects, but also of the company’s internal stakeholders.
Traits of Highly Effective Salespeople
In my years of sales management experience, I’ve recognized these eight traits in the most effective salespeople.
- Well organized in planning their sales activities and approach. They have a system, work their system, and spend time planning activities for the next week.
- Ability to use a variety of methods to prospect, including email, telephone, and LinkedIn, and not afraid of technology. They know how to effectively engage prospects using all available methods and create messaging that resonates and engages.
- Professional in their dealings with internal team members and prospects. They are respectful, knowledgeable, and always dress appropriately in business settings.
- The ability to communicate, listen well, and adjust their approach to meet the expectations of the prospect. They have and use their “anti-sales” radar in a way that puts their prospects at ease and fosters conversations.
- Coachable and open to feedback and direction from management. They ask for help when needed and are open to trying new ways to get the best results.
- Highly focused on results and driven to make money. They embrace performance objectives and are confident in their ability to meet their goals. They equate success with making money.
- They always balance the needs of the customer with the needs of the company. They know how to qualify good opportunities and weed out the bad. They also communicate bad news in a way that doesn’t damage the company’s reputation.
- They identify as a team player, not a “lone wolf.” They welcome being part of a team and enjoy healthy competition while being open to sharing best practices.
Hire High Performers
While some of these traits can be taught and learned by some people, the best way to ensure you have highly effective salespeople is to start by hiring salespeople who already demonstrate all (or most) of these traits.
Want tips on how to hire high performers? We’d be happy to share them with you. Contact us online or call 407-578-5277.