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 clich 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:


New and Improved Reporting Analytics Platform Launched for Richardson's ...
NorthcentralPa.com
PHILADELPHIA, April 24, 2015 /PRNewswire/ -- Richardson, a leading global sales training company, announced today the launch of a new and improved, back-end, real-time reporting analytics platform that will further enhance the effectiveness of their ...

and more »

VorsightBP Wins Inside Sales Training Award For the Sixth Year in a Row
Press Release Rocket
The AA-ISP recognized VorsightBP (VBP) for their inside sales training service that includes the Persuasive Program series: Persuasive Prospecting, Persuasive Qualification, Persuasive Inquiry, Persuasive Social Selling and Persuasive Sales Management.

and more »

Imago ScanSource boosts sales, training and customer support teams
AV Magazine
Imago ScanSource has also appointed a head of training, Stuart Beggs, who arrives at the company from AV Programming and will be responsible for managing and implementing all the training programmes offered to the company's reseller channel partners ...
Imago ScanSource Announces New AppointmentsChannel EMEA

all 2 news articles »

Senior Manager - Sales Training and Development
ATD
Seagate is seeking a dynamic and passionate change-agent to manage all aspects of Global Sales Training and Development, including its organizational transformation initiative, “Elite Sales Force” (ESF). The ideal candidate has a successful history ...


Sales Training – What's The Biggest Challenge?
Business 2 Community
sales training Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. With that in mind, McKinsey & Co conducted a survey of 1,400 executives ...


Session one of sales training
Powersports Business (blog)
S.O.B. stands for Sit On Bike. It is a very important step. Not just for customers getting to feel the bike underneath them, but for salespeople to be in control. First, I tell the class that for the most part, customers will not say, “No, please don't ...


Better Bedding & Mattress Sales: RSA Bedding Sales Training - Part 2
Furniture World Magazine (press release)
Advanced sales training should address the details, nuances and refinements of the sales process (steps of the sale), but before we launch into that virtually endless subject in future articles, I want to address, once more, what R.S.A.'s need to know ...


Announcements Include Governor's Visit, Sales Training, Street Festival ...
Sheridan Media (press release)
Chamber CEO Dixie Johnson said the details will be forthcoming. She did give the details about how to register for the upcoming sales training to be presented by nationally-known speaker Tom Reilly on April 22, from 8-5, at the Sheridan Holiday Inn.

and more »

Tips for Handling Sales Training through Video Conferencing
Onrec
But most of the time, these video training sessions revolve around tasks like stocking shelves, taking orders, and so on. Individual personalities as well as more complex tasks like making sales are not generally focused on. But through customized ...


The Sales Foundry's LinkedIn Sales Training Launches on SalesHood
Virtual-Strategy Magazine (press release)
LinkedIn isn't just for finding a job anymore. It has become one of the most powerful tools for sales lead generation. Still, most sales teams are not leveraging LinkedIn's full potential due to a lack of standardized training. Today, The Sales Foundry ...

Google News

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More

Increase Profits from Your Existing Customers

An area many businesses fail to recognise as a way... Read More

Maximize Sales and Minimize Returns with Learning Styles

In the day-to-day operation of an online business we can... Read More

Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!

Have you ever gone into a newsagent, picked up a... Read More

Sales 101

For many individuals in business the hardest part is selling.... Read More

Sales Techniques to Help the Customer to Buy

Three times I have revisited Turkey after living in the... Read More

Business Appointment Success or Failure

One of the quickest ways to loose a sale is... Read More

Three Ways To Get A Prospect To Say Yes To Your Offer

Here are three proven ways that will increase your sales:1.... Read More

Failed Salespeople Share Similar Traits

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

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More

Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in... Read More

Pressure Washer Business; Cleaning Composite Decks

There is a new trend in the way wood decks... Read More

How Salespeople Can Create Immediate Believability And Credibility

It pays to be specific. I believe that statement is... Read More

Do You Fold Like A Taco?

Have you ever eaten a soft taco? The shell isn't... Read More

Just Ask

For the 'big three' automobile sales consultants, the 'employee discount... Read More

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?In Sales,... Read More

Top 7 Psychological Triggers For Unlimited Sales

Did you know that there are specific psychological triggers you... Read More

As They Approcah the Finish Line... The Winner Is?

Recently, right before I was about to deliver a motivational... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

Do You Know the Emotion Behind the Objection?

Prospects have many reasons (you might think excuses) for not... Read More

Positioning for Profits!

Last Friday, I was spending one last day of freedom... Read More

Objections Are Buying Signals? Usually!

How well do you handle objections?The fact is, most people... Read More