Top Traits For Successful Salespeople

Some might argue that successful salespeople are born, not made; but discipline, curiosity, persistence, and making the right inquiries are the traits that equal success in the sales world. People can learn how to sell and discover new sales opportunities through training and coaching.

By Kelly Burkart, Star Tribune Sales and Marketing

Last update: April 7, 2008 - 9:30 AM

If you're considering a career in sales, you might be asking yourself if you have what it takes. Are you outgoing and personable or more of an introvert?

A salesperson's personality traits are a significant factor in his or her sales success. In fact, some might argue that successful salespeople are born, not made. But that's not necessarily the case.

Todd Anderson, managing partner of 10,000 Foot View, a sales coaching firm in the Twin Cities, says that the classic image of a salesperson with a gregarious personality has actually declined in the last few years. "As a smaller and smaller group of executives makes decisions, salespeople will find that clients are more savvy and skeptical with a narrower view of what appeals to them." Salespeople who listen and build relationships can find success even if they're not the life of the party, something that can actually be a turn-off for decision makers.

In this kind of no-nonsense environment, the traits that make salespeople successful are discipline, curiosity and a high need and ability to learn. "Salespeople must make the right inquiries," explains Anderson. "Introverts can be good salespeople, but they have to be willing to ask questions."

Training day

Anderson shares that people can learn how to sell through training and coaching, specifically "coaching that allows you to get to know yourself, who you are and what motivates you." If you don't feel you were born to sell, how can you take what you do excel at and use it to your advantage?

"It's all about finding your strengths and pursuing customized training that helps you apply your specific skills to the sales process," Anderson explains. "What works best for you will be different than everyone else."

To maximize your training opportunities, Anderson suggests finding a good mentor or coach, a rainmaker that's been there and done that. That person can help you determine your approach based on your comfort level, knowledge and skills.

Making it to the top

What do top salespeople have in common? According to Anderson, "They absolutely do not take failure personally. They are able to shake off a lost sale or opportunity almost instantaneously, but at the same time, they are good at knowing when a lost sale can lead to another opportunity."

Sharpen your sales skills

Pursue training or coaching.
Find a seasoned salesperson to be your mentor.
Be curious. Ask questions.
Listen to your clients. It's not about your own agenda.
Don't take a lost sale personally.

Kelly Burhart is a Twin Cities-based freelance writer.

Recent Jobs: Sales + Marketing Careers stories

Take Charge Of Your Sales Team - April 7, 2008

Take Charge Of Your Sales Team - There are a few important elements that keep sales teams going strong. It's a sales manager's responsibility to hire the right people, develop a team environment, create a structured sales process, and provide motivation. More

Building Customer Loyalty - April 7, 2008

Building Customer Loyalty - The key to success in sales is to develop strong relationships with clients. Focus on how you can solve the customers problems and listen intently to their needs. Fill customer needs and strategize with them to build loyalty. More