The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE.

PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the revenue results you desire a reality. PRIDE stands for:

? Proven
? Respectful
? Innovative
? Decisive
? Enthusiastic

Proven refers to the candidate's track record. Have they delivered results? More importantly, who else says so besides them? As you know, resumes can be fact, or they can be fiction. How can you tell the difference?

A person who has been successful producing results should be able to provide you with third party proof. Have the candidate bring in their sales awards. Have them show you the stack-ranked sales reports showing their name at or near the top of the field.

More importantly, what do their customers have to say about them? Can the candidate produce testimonial letters from their customers, indicating they were satisfied with the buying experience? Candidates should be able to furnish written recommendations proving that they were able to deliver tangible results.

Salespeople should approach being Respectful from two positions. First, they need to be respectful of others. Careful listeners, these salespeople would never be regarded as pushy because they take the time to hear their prospects out. They keep their egos in check, remembering that everyone can make a valuable contribution in their own way and that other team members deserve respect, too.

Second, your salespeople need to respect themselves. Expect them to have a quiet confidence in their own abilities, and a strong desire to use their time, talents, and skills to produce optimal results. They'll respect their health, physical needs, and family commitments, and as a result be refreshed, well-balanced, and ready for work each day.

Self-respect allows salespeople to be assertive, ensuring that they won't allow themselves to be used as a doormat by prospects who want to waste their time or abuse a relationship.

An Innovative salesperson is a problem-solver. They're able to quickly assess a prospect's situation, and then come up with an approach to help the prospect accomplish their objectives. Reactive salespeople need not apply. Proactive salespeople spontaneously look for ways to do the job better, to improve on past successes, to show better results even faster than before.

Innovative salespeople are easy to manage, because they don't require instructions. They're pretty much point and shoot; give them an objective to aim for, and they can creatively approach obstacles and move past them.

Because they are innovative, they tend to look at the world through fresh eyes, and hence have a good sense of humor. A willingness to be playful and funny is a good clue that you're talking with an innovator. Good news! Your buyers would prefer to do business with someone who can make them chuckle and lighten up their day.

A Decisive salesperson can make up their mind. They have effective analytical skills that allow them to rapidly size up a situation and decide how to best approach it. Decisiveness is truly important for a salesperson, for how can they expect the buyer to make a decision when they can't make one themselves?

Decisiveness is often related to owning a clear set of key moral values. It's easy for salespeople to consistently do the right thing when it's clear to them what the right thing is. You want decisive salespeople who know when to walk away from a bad deal, and can separate good prospects from the time-wasters.

Enthusiastic salespeople have become a cliché for all the wrong reasons. Enthusiasm must be more than an induced rush spawned by a rah-rah motivational pep talk. If you want enthusiasm that lasts, you need to find salespeople who are eager to help your customers.

You want salespeople who are excited about what they do and how they do it, so their curiosity is stimulated and they are inspired to continually learn on their own. Enthusiasm comes from believing that you can make a difference, that you can improve someone's lot when they do business with you.

Enthusiastic salespeople are motivated when they understand the strategy that will help them succeed, when they have access to all the tools they need to allow them to do their job and serve the customer, and when tactical training is available to allow them to skillfully serve the customer as well as the company. Enthusiastic salespeople have every right to believe they can win. And they do.

PRIDE is about feeling good about your job. It's about believing in yourself and your ability to deliver. It's about enjoying yourself, helping the customer, and making the most of your God-given talents and abilities. It's about recognizing individual contributions and abilities while respecting the value of the team. When you hire salespeople with PRIDE, you, your salespeople, and your customers all win.

© 2002 Paul Johnson. All rights reserved.

Note: This article is available for reprint at no charge. We only ask that you include our copyright notice in your reprint, along with the About the Author (byline) information we provide at the end of the article.

Paul Johnson of Panache and Systems LLC consults and speaks on business strategy for systematically boosting sales performance using Shortcuts to Yes?. Check out more salesforce development tips at http://panache-yes.com/tips.html. Call Paul direct in Atlanta, Georgia, USA at (770) 271-7719.

In The News:


Sales Horizons Announces an Online Sales Training Program - Sales Skills ...
DigitalJournal.com
Sales Horizons, a leader in sales training, today announces the launch of its online sales training course – Sales Skills: Communicate with Customers to Win More Sales– to help companies develop their technical, engineering, and IT staff to build sales ...

and more »

Sandler Training Announces Sales Manager Coaching Clinic
PR Web (press release)
Sandler Training by SalesGrowth MD, Inc. in Lone Tree Colorado, a recognized leader in sales training and management training, has announced a new sales manager coaching program. Coaching For Maximum Sales Performance to be held on October ...

and more »

I'm as mad as hell about quick-fix sales training 'solutions'!
SmartCompany.com.au
Would you send your children to a school where the teachers had two days of qualified training, but “heaps of experience with kids in general”? What impact do you think $300 will make on your salespeople when it comes to changing a sales culture and ...


Is Your Sales Training Generating Sales?
Forbes
Assuming you already have in-house or vendor sales training in place, first determine how much your organization is spending on sales training – per course, quarterly and annually. Then gather current sales rep revenue data (trending graphs per sales ...


Do's and Don'ts of Salesforce Training
Talent Management
In fact, the money spent on sales training is often the biggest learning expense in firms, fragmented across branches, business units and functions. Worse, it's getting more expensive. Due to big data and analytical tasks facing many salesforces ...


Friedman Group workshop to offer sales training
Spencer Daily Reporter
A pair of training opportunities is available for local retail merchants today at the Old Spencer Middle School auditorium. Beginning at 8:30 a.m., there will be a three-hour seminar titled, "The Art of Retail Management," that allows attendees to ...


Stop Wasting Your Money On Sales Training!
Business 2 Community
This title will draw several immediate reactions. There's probably a round of cheering from those who've been subjected to bad sales training programs. Simultaneously, there are a number who will be saying, “This is absolute heresy, how can you say this?”.


Pro Talk Founder, Speaker and Leading Sales Training Expert, Jeff Cowan, Set ...
DigitalJournal.com
This served as the foundation for what has become Jeff Cowan's PRO TALK, Inc., North America's #1 authority on dealership service department sales training to increase profits, improve survey scores and guarantee customer retention. This is the core of ...


Inside Sales Training: How Invested Should We Be in Human Interaction?
Business 2 Community
Annually, billions are invested in sales skills training. On top of that, millions are spent on books on sales techniques, thousands of articles are written. People are constantly looking for an edge, “What are the ways I can get by the gatekeepers ...


Training for Promotion
T+D
PSAV's learning and organizational development team created the Sales Training Camp, an eight-week training program that sales professionals begin on their first day of employment. Based on their performance in the program, new hires are selected for ...

and more »
Google News

Quiz: What Kind of Sales Shoe Are You?

Have you ever wondered what type of saleswoman you are?... Read More

A Stupid Question

This is a stupid question but it has to be... Read More

7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice

These are the top 7 safety tips that criminals don't... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software... Read More

Get Over Your Resistance to Sales

I have found that there are two best ways to... Read More

Jump Start Your Sales In 10 Quick Steps

1. Combine a product and service together in a package... Read More

The Biggest Mistake in Sales Prospecting

Recently I received a prospecting voice mail message from a... Read More

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?- "I... Read More

Start Your Sales Engine!

Does your business run on a sales engine or a... Read More

Assumptions ? The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops,... Read More

Failed Salespeople Share Similar Traits

We are each responsible for our own success - or... Read More

Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.

Implement these smart sales marketing secrets and you'll be capable... Read More

3 Steps To Immediately Increase Sales

Want to increase sales within your company? It's not as... Read More

Youre Hired... I Think

I'm not a fan of "The Donald" and I had... Read More

7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many... Read More

10 Blockbuster Ways To Ignite Your Sales

1. Sign-up to win web site awards. When you win,... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out... Read More

10 Ways To Improve Your Sales

1. Determine your current situation. How are you currently positioned... Read More

Prospecting: Not A Wild Goose Chase... Its A HUNT

Prospecting for future customers can be fun if you approach... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

The Rock and Ripple Effect: 3 Ways to Splash to Sales Success

Imagine you've just thrown a rock into a pond. SPLASH!... Read More

Build Rapport by Mirroring

Traditionally, salespeople look for something in the office that begs... Read More

Finding the Need is Only Part of the Sale

Many of us in sales are taught to believe that... Read More

Secrets to Getting in Front of Your Best Prospects

As a salesperson, your ultimate goal, of course, is to... Read More

Really WINNING Over Customers

Three qualities are needed to sell anything in life. They... Read More