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10.5 Characteristics of Highly Motivated Successful Sales People

Professional Sales is one of the highest paying professions in the country, if you are good at it. If you want to get good at it, you better be somewhere between 8 and 10 (on a 1-10 scale) on every one of the following characteristics.

1. Set Big Goals: They are extremely motivated to accomplish the goals they set and have developed exceptional organizational, time management, territorial management and follow up skills. They are well prepared for each sales presentation and ask engaging questions. They are assertive, hard-working and sincere.

2. Competitive Nature to Succeed: If it is a target, they want to beat it. If it is a budget, they want to come under it. If it is an ROI, they want to better it. If it is a customer expectation, they want to exceed it. They truly want to succeed.

3. Exceptional Customer Service: They provide same day response to customer or corporate emails, messages, and questions. In certain situations, some customer inquiries require additional research and they follow-up no later than 24 hours after the initial inquiry. They meet customer needs by routinely taking customer calls or meeting with customers before and well after normal business hours, as well as weekends. They are available to meet the needs of their customers.

4. Effective Communicator: Effective communication takes skill and practice. They listen to verbal and read nonverbal cues. They summarize what they hear others say during a conversation to insure they understood. They are respectful of others opinions, have effective written and verbal skills, and are pleasant in a professional manner. They have the ability to diffuse conflict and to maintain composure under stressful circumstances.

5. Self Development: Their are constantly improving their sales skills including prospecting, building product awareness, account growth year after year, developing referral partners, and building trusting relationships. They work to resolve problems and to help their clients grow their businesses.

6. Determined: Throughout their career they are continually learning and developing their professional and personal skills. In everything they do, they have high self-expectations and want to be the best. They help others through coaching and mentoring.

7. Team player: They are able to work well independently or as part of a team. They welcome open conversations among their peers and coworkers regarding new ideas, best practices, business strategies, and implement new ideas that make sense. They are open to being coached and are very coachable.

8. Versatility: They troubleshoot any problems or issues that they are having with products. Each of these experiences has built one on another to help them grow and succeed as a sales professional.

9. Flexibility: They identify their customers needs: They ask engaging and intelligent questions about their clients business? Do they need additional training or support? What concerns do they have about the new technology? Answers to these and other questions allow customize presentations so that they fit the customers needs and address their concerns.

10. Create Trust: Through probing questions they find out what their customers problems and needs are and how they can assist them with their production needs. They create trust, build relationships, and help their customers increase income. They do what they promise they will do.

10.5. Perseverance: They have developed the ability to overcome obstacles and road blocks through creative thinking and proactive preparation. They consider set backs and difficulties as opportunities not failures.

Bill Glass has coached, consulted and held workshops with numerous business owners, CEO’s and professionals on marketing, employee relations and creating a customer service philosophy and culture. He is a platinum expert author at and a certified business coach and an authorized marketing consultant.

He can be reached at:
mailto:[email protected]”>[email protected] []