How to Be a Top Performing Salesman

Top Performing Salesman
Source of Infographic: PeakSales

The Anatomy Of A Top Performing Salesperson

Selling services and products can sometimes be a tough job, particularly when the majority of buyers are either too busy to focus on the solution they might want and need, or, in the majority of cases, do not know that your company or solution exists, and therefore are not looking for anything to start with. That is where sales people are able to shine. Being clever, converting a passive into a qualified lead, and creating a win-win situation for both the buyer and the seller are only a few areas in which a top sales expert possesses excellence.

Qualities of a successful Salesperson

Results driven:
focuses on goals and identifies necessary tasks in order to achieve the goal.

Self-management:
Able to prioritize and does not need direct supervision.

Strong ego:
Able to avoid taking rejection personally – it is all part of the job.

Persistent:
Salespeople cannot give up after having a bad day of rejection or after losing a deal. Selling takes time!

Attentive and observant:
Listen and watch so that you are able to understand what it is that the client needs.

Be honest:
Salespeople are more successful if they understand their client’s needs and are honest about what products are able to be offered (or not) in order to meet those needs.

Hard to Find

Sales reps are hard to assess. What you see is often not what you get. Salespeople are very good at presenting what you want to see in an interview.

Top performers are difficult to find. The good candidates are already employed happily. They are most likely not going to see your job ad due to the fact that they are not even searching for a different career. You have to go out and discover them.

Time pressure. With the clock counting down on a quarterly target, the sales manager is forced to settle on the best candidate available now, instead of holding out for the correct candidate for the job.

A lot of companies do not know what they are looking for. The hiring manager may not have benchmarked the profile of the top performers that are on the team currently, therefore hiring specs are fuzzy. If you do not understand what it is that you are looking for, how will you know if you have found it?

Some sectors like tech, demand a special breed. The technology business is a fast paced, rapidly changing environment.

Conclusion: Being a top salesperson is not an impossible task. However, it takes the resilience to accept rejection and bounce back to the next sale, a willingness to learn, and work. And now with new technology and online resources, anybody is able to unleash their potential and bring home the prize.

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