Five characteristics to look for in top sales performers

(NC)—Why is it so difficult for sales managers and business owners to recruit and retain highly productive, professional salespeople?

Research has shown that 55 per cent of people engaged in selling are in the wrong profession. Another 20-25 per cent possess the essential attributes to sell, but they should be selling something other than what they are currently selling.
It takes a special kind of individual to succeed in sales. Here are five key qualities that are essential for success:

Empathy
Empathy is the ability to identify with customers, to feel what they are feeling and make customers feel respected.
What to look for:
• Ability to identify and react accurately to the behaviour and emotions of customers
• Identifies with other people's feelings/frustrations objectively without necessarily agreeing with them
• Ability to establish rapport easily and put people "at ease" in their presence
• Good listening skills
• Curiosity—the candidate asks questions that require more than a yes or no answer

Focus
A person with focus is internally driven to accomplish goals and can stay attentive to one topic. They are able to organize themselves and recognize what needs to be done in order to achieve their goals. In a salesperson, focus produces best results when it is balanced with empathy.
What to look for:
• Goal-orientated and has the ability to articulate their goals clearly and assign timelines
• Does not depend upon the sales manager for direction or guidance
• Possesses the self-discipline and conscientiousness to service customers and develop the business from that customer on successive sales calls
• Clear, direct answers to interview questions

Responsibility
A person with a strong sense of responsibility does not place blame on other people when placed in a difficult situation. This type of person, referred to as an "agent", gets things done and when obstacles arise, accepts any errors or omissions that have occurred. You should strive to hire agent-type representatives.
What to look for:
• Possesses an appropriate sense of urgency, as exemplified in the need to see the sale progress and to bring situations to a resolution
• Anticipates consequences and evaluates alternatives before acting
• Tends to not have excuses for a situation and take action when required
• Maintains a positive outlook towards situations and people—tends to admire, and not to criticize
• Can accept valid criticisms and suggestions for performance improvement

Optimism
A salesperson with a healthy amount of optimism has persistence—a trait that is critical in the sales world because of the frequency of rejections salespeople experience.
What to look for:
• Initiative and the ability to focus on opportunities and solutions
• Focus on what can be done as opposed to what cannot be accomplished
• Refusal to allow rejection on one sales call to affect their ability to perform on the next
• Persistence in forcing an important issue even in the face of possible rejection

Ego-drive
Ego-drive is similar to optimism in that both traits require persistence. But ego-drive is persistence for the purpose of succeeding and above all winning. It's all about competitiveness.
What to look for:
• Enjoys competitiveness and constantly looking for ways to measure themselves against their peers
• Possesses leadership qualities and is not afraid to exert pressure to influence others
• Enjoys sales as a profession as it provides personal gratification and ego enhancement
• Determined to win and willing to take risks

The Canadian Professional Sales Association (CPSA) is a national association of nearly 30,000 sales professionals from across Canada. More information is available online at www.cpsa.com or toll-free 1.888.267.CPSA (2772).

Source: www.newscanada.com