The Top Ten Traits to Look for in Your Sales Stars

In our business, sales people are the key to whether we succeed or fail just as much as our building talent. They are the first people home owners come in contact with when they are deciding if you are the right company who can make their house a home. With that being said, how much confidence do you have in your sales team? Are you sure you hired the right person to do the job (including you if you are the sales person in your company)?

During the International Builders’ Show, Tom Swartz, CGR, of J.J. Swartz Co. in Decatur, IL, broke it down simply on how to find and train your top sales performers. According to Swartz, one in three sales stars does not have prior sales experience. What? What! This is not a problem because you can teach them remodeling but before you even think about hiring them, make sure they have the 10 traits that will guarantee them (and your company) success.

1. Ego Strength: Do not confuse this trait for arrogance. Strength of ego for super sales people means having a strong, healthy self-esteem and the ability to bounce back from rejection. It is realizing that rejection is part of the game in sales and not becoming immobilized by it.
   
   
2. Urgency: You have to know when and how to push the sale to completion quickly. This urgency stems from competitiveness.
   
   
3. Ego Drive: This incorporates self-esteem and competitiveness. It is the desire to persuade people and close the sale. For the ego-driven person, getting the “yes” is the psychological hot button, the thing that makes them feel good. The best salespeople are obsessive about being successful.
   
   
4. Assertiveness: The ability to be firm in negotiations, to lead the sales process and to get your point across confidently (without alienating) is critical for sales success. It is imperative not to be overbearing and aggressive, like a stereotypical car salesman tactics — they have bad connotations for a reason: they turn people off.
   
   
5. Risk Taking: Great salespeople are willing to innovate and try something risky. This is even more important today, as new products and services call for new styles of selling. Salespeople can’t just be order takers anymore and still be successful.
   
   
6. Sociable: In a profession where relationship building is key, this trait needs little description. Great salespeople are outgoing, friendly, talkative and interested in their clients for more than just a sale.
   
   
7. Abstract Reasoning: This is the ability to understand concepts and ideas. As selling becomes more complex it is imperative for today’s sales person to be able to sell potential clients on ideas. Abstract reasoning skills help a sales person to sell something intangible, such as consulting services, as opposed to room additions.
   
   
8. Skepticism: You might be surprised to see this trait on the list, but it is true — good salespeople have the tendency to view people with a little bit of suspicion and a little lack of trust. This makes salespeople alert, questioning and thorough when it comes to sales process.
   
   
9. Creativity: Selling new products or services (the intangibles) makes creativity a must-have trait. A creative sales technique is a way to set you apart from the competition.
   
   
10. Empathy: This is the ability to place oneself in someone else’s shoes. If you are selling someone something, you must be able to sense his or her need — and meet it with your product (if you can).

Now you know what you are looking for, but don’t forget to provide the right salesperson what they need also: fair compensation; an incentive program; a defined job description; a good work environment and growth opportunities. If both sides can meet each other’s needs, you will find success in both your bottom line and company culture. [ return to top ]