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.