What Makes A Good Salesperson

by K. Sundheim - Date: 2010-09-21 - Word Count: 563 Share This!

This fact is not hidden nor is this thesis cutting edge. There are a lot of personality and professional differences, both big and small that truly separate the good sales professionals who make it to the executive level from the ones who gain little to no expertise. Here are 5 more factors or differences between the aforementioned two.

Loyalty - Not on the Job Boards Every Hour
Good sales professionals stick it out even at a company's bleakest hour. If the firm has a downsizing, the executive level sales representative is not hitting the job boards the next day via risk management. Please don't misunderstand. If a company has no vision, no future and no leadership, then I do suggest a sales professional possibly throw out some feelers.

Conversely, a sales executive, if they're worth their pay, can be compared more to the violin players on the Titanic rather than the men who ran for the lifeboats. True sales executes don't flee, they become part of the solution and step in when a different voice needs to be heard.

Hiring the Right People and Effective Team Formation
They say that a man is only as good as the wife he married, well a sales professional is only as good as the people that he or she hires. Poor sales people hire friends, don't take the employee acquisition process seriously, don't do enough legwork to find the right people and, subsequently don't succeed. On the other hand, the sales executives hire the right people and form cohesive, diverse teams that are focused on beating the competition. Subsequently, sales executives achieve this goal over and over again.

Moreover, they instill passion into those under them and this pays off in spades for both the new sales representatives, the current sales representatives, themselves as well as the company that they are with. Because of this, the sales representatives that execute team formulation without consistent employee turnovers, can command a high compensation package that is comprised of both a high base salary and performance driven.

Street Smarts
The sales executives don't get where they are by being nave. They can feel a customer out, get down to his or her level, think quickly on their feet, effectively react to objections and close deals. Executive sales representatives don't rely on a piece of marketing material. Instead, they rely upon themselves.

Constant Learning and Multiple Interests
When you speak to an executive level sales professional, they are interesting. They have hobbies, they know about subjects like art or history or things not may not be business related. Of course, they know all about business; that's why they are where they are.

However, truly effective business development professionals, regardless of industry, have knowledge about things other than sales and are interesting to speak with. When it comes to both work and self-growth, the quintessential business development executive is consistently learning new things, becoming more interesting and, thus helping his or her career.

Marketing Acumen
Don't misunderstand; a sales person is different from a dedicated marketing person. Though, the higher-level sales representatives take away a lot of the need to continuously hire new marketing employees and, subsequently save the company money. They work directly with the marketing department to formulate a way to best bring the product or service to the target market. If they don't have a marketing department, then they make do with the resources given to them.

Related Tags: sales, sales professional, sales advice, sales executives

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