For many businesses, having a team of hard-working professional salespeople is an essential part of building a competitive and successful company.
But what makes a salesperson effective in the work they do, and how can companies looking to expand their salesforce find dedicated personnel who can consistently get results and exceed expectations?
Sales excellence isn’t a formula, but if you want to ensure that the people you hire have what it takes to bring your brand to new levels, here are five things you should look for.
Salespeople have to deal with a lot of rejection, and a good salesperson doesn’t let this put them off their game. Even if they’ve already been told “no” a dozen times, they head into the next call with the same sense of confidence and focus they had during the first.
It’s rare to be able to close a sale immediately, and the best reps know how to play the long game — especially with big clients. Some customers just need more time to make up their minds, and want the kind of information that will help them make an informed decision.
Rather than trying to rush a sale when the client isn’t ready, experienced salespeople know that sometimes they need to give clients space to consider their decision while also ensuring that contact is maintained.
While there are certain qualities like charm and enthusiasm that all great salespeople have in common, it is also important to look for personnel who share the values of your organization and fit into your workplace culture.
Fit can be a difficult thing to quantify, which is why many companies work with sales recruiters like Sales Talent Agency to identify candidates who have the background and sensibility that can help them thrive in their industry and work environment.
4. Attention to Detail
When talking about the ideal qualities a salesperson should have, it’s common to hear a lot about soft skills. But sales also involves a lot of hard skills like organization, planning, and coordination. Being able to stay on top of the paperwork and the accounting can be just as important as a warm smile and the ability to project confidence.
We are living in a time of great uncertainty. Technological change has fundamentally reshaped many aspects of sales over the past two decades, and as the coronavirus pandemic has shown, being able to adapt to changing conditions on the fly is increasingly an essential skill in this industry.
Salespeople need to be able to respond to new challenges with flexibility, grace, and empathy, all while keeping their eye on the prize.
Regardless of what industry you are in, success or failure often depends on how well your sales team performs. That’s why it is so important to ensure that you have the right team representing your brand. Salespeople with the right mix of tenacity, patience, fit, thoroughness, and adaptability can help your company grow under even the most challenging circumstances.