Seven Personality Traits of Top Salespeople – Steve W. Martin – Harvard Business Review

Seven Personality Traits of Top Salespeople – Steve W. Martin – Harvard Business Review is an interesting view of some key traits as differentiated within the HBR.  Having been a successful business development rep for 25+ years, the article seems pretty much “right on.” 

The two “tweaks” I would suggest are:

  • Selling Style Impact: Team Orientation – The successful salesperson does have to make themselves the central part of the sales process at first.  After the opportunity is qualified, the rest of the team will then play a major role in getting it over the finish line.  I don’t think a good rep will ever get too far removed from the sale, modest or not.
  • Selling Style Impact: Lack of Discouragement – The high school sports analogy is reasonable; however, I would couple that with academic achievement and or other high school involvement (class leadership, music, theatre, etc.).  One big company notorious for hiring only high school athletes has limited its growth rate and options by over-emphasizing this one item.

Focused on TBM, Technology Business Management ("run IT like a business"). - 30+ years of experience, in providing IT strategy, process, application, RAMP, hardware, software, network, internet and cloud solutions to financial services, MRD and high technology companies from startup to F500. - 20+ published articles on the intersection of business and technology. - Startup advisor and mentor to a dozen startups, four of which were acquired and one of which is newly-launched (ITconnecter, a Crosswaves Ventures LLC company). - Specialties: IT Technology Business Management (TBM, aka "run IT like a business"), strategic partnerships, technology innovation, solutioning and program/project management (onshore, nearshore, offshore). Technology consulting focused on innovation, built around process, data and integration (cloud, social networking). We use I/TBM financial management best practices to help mid-size and large enterprises ensure they are meeting the needs of their business effectively and efficiently.

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Looking forward to your perspectives....