Sales Skills Hiring Managers Seek

As more products and services become commoditized, companies needs to have better, more professional sales professionals.

By Barbara K. Mednick, Star Tribune Sales and Marketing

Last update: August 3, 2007 - 4:25 PM

Tenacious. Competitive. Goal-oriented. These are a few of the key characteristics that companies are seeking when hiring salespeople in today's competitive global marketplace. They're also looking for sales professionals who listen well, communicate effectively, and are creative, income-driven and success-motivated, according to local sales experts.

Another key element they look for is the ability to understand industry issues and the business process and how the company's products and services fit into that process.

Skills And Characteristics

"First, you need to define the top five work skills and the top five emotional characteristics needed for a particular sales job as it will vary depending on the job," says Ken Thoreson, president, Acumen Management Group, Ltd., Minneapolis and Vonore, Tennessee. "In general, however, companies are seeking salespeople who listen well, ask pertinent questions and bring creativity to the sales process."

As more products and services become commoditized, companies needs to have better, more professional sales professionals, explains Thoreson. "Increasingly companies want to stand out in the marketplace, so understanding the key business and industry issues are important. Companies are looking for people who can connect the dots between the business issues and the product and services they are selling," he says.

A Winning Attitude

Kent Hammer, president, Hammer Consulting, Bloomington, looks for salespeople who have a competitive nature, like challenges and are committed to success. "The sales profession is essentially a game, and people who like to win usually do well," observes Hammer, who recruits software and IT salespeople. "We seek people who are aggressive; have consistent quota achievement; have good listening, communication and presentation skills; are disciplined, goal-oriented and dressed professionally; and have achieved in athletics."

Chad Shero, president and CEO, United Shipping Solutions, Minneapolis also hires people who have a winning attitude and a desire to be successful. "I don't hire rsums, I hire people. I look for people who are income-driven, success-motivated, and smooth and confident. A sports background also helps."

He also seeks people with a good emotional quotient or EQ. "You need to understand your personality style and that of others to be successful in sales," he adds.

Face Of Business

So why is Shero looking for these work skills and emotional characteristics? "We must be able to grow revenue and salespeople are the face of our business - that's who competes and brings our products to life. At the end of the day, people buy from people that they like," he says.

Ask Good Questions

"Doing research on the industry and the company you're interviewing for, and asking good questions says a lot about you as a person," says Hammer.

Hammer recommends that salespeople be prepared to discuss their income during the interview. "That's the only true way to show your success," he says. "You should also describe the products and services you've sold and to what customers. Finally, remember to bring proof of your accomplishments, such as awards, letters of recommendation, etc."

Barbara K. Mednick is a Twin Cities Marketing PR/communications consultant and freelance writer.