{"id":2706,"date":"2018-09-07T15:30:00","date_gmt":"2018-09-07T19:30:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/what-makes-a-good-salesperson\/"},"modified":"2023-04-18T13:11:20","modified_gmt":"2023-04-18T17:11:20","slug":"what-makes-a-good-salesperson","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/what-makes-a-good-salesperson\/","title":{"rendered":"What Makes a Good Salesperson? [Video]"},"content":{"rendered":"
\"What<\/div>\n

There’s a big difference between the image you certainly have of a good salesperson and reality. I regularly have the chance to present good candidates for sales positions to business leaders and sales leaders. I’m always fascinated to see how the image that people have of what a good salesperson should be doesn’t correspond to reality.<\/p>\n

Our partner, Objective Management Group, has evaluated close to 2 Million, and I share with you what we have learned from this experience.<\/p>\n

<\/p>\n

What to look for in a salesperson?<\/span><\/h2>\n

Our sales statistics<\/a> and Sales Force Evaluations show that a good salesperson has a Sales Percentile<\/a> of 95 or more. He or she must also have a Sales DNA of 84% or more. When we have these two ingredients, we have what we call an elite sales representative.<\/strong><\/p>\n

These salespeople represent only 6% of the population of individuals in a sales role. They’re sales reps who can succeed, regardless of territory, product, industry, service, process, manager… They deliver results and perform consistently.<\/span><\/p>\n

It’s important to note that personality traits don’t correlate with sales success<\/strong>. Both introverted salespeople<\/a> and extroverts can have success if they have the right Sales DNA and Will to Sell.<\/p>\n

Core Sales Competencies<\/h3>\n

\u201cEach Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies<\/a>.\u201d When you evaluate your team against these key competencies, you obtain an accurate picture of your team, based on the scientific study of close to 2 Million reps.<\/p>\n

OMG updated the Core Competencies in 2017 to reflect the changes that have taken place in selling and the new skills that make the difference between reps who succeed and those who have a hard time meeting targets.<\/p>\n

Below, you will find the 21 core competencies sorted into 3 major buckets: the Will to Sell, Sales DNA, and the tactical Selling Competencies.<\/p>\n

Qualities of a good salesperson<\/span> <\/h2>\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n
\n

Will to sell<\/span><\/strong><\/span><\/p>\n<\/td>\n

\n

Handles rejection<\/span><\/p>\n<\/td>\n<\/tr>\n

\n

Desire for success in sales<\/span><\/p>\n<\/td>\n

\n

Selling competencies<\/span><\/strong><\/span><\/p>\n<\/td>\n<\/tr>\n

\n

Commitment for success in sales<\/span><\/p>\n<\/td>\n

\n

The hunter competency<\/span><\/p>\n<\/td>\n<\/tr>\n

\n

Outlook<\/span><\/p>\n<\/td>\n

\n

The relationship building competency<\/span><\/p>\n<\/td>\n<\/tr>\n

\n

Responsibility<\/span><\/p>\n<\/td>\n

\n

The consultative seller competency<\/span><\/p>\n<\/td>\n<\/tr>\n

\n

Motivation<\/span><\/p>\n<\/td>\n

\n

The selling value competency<\/span><\/p>\n<\/td>\n<\/tr>\n

\n

Sales DNA<\/span><\/strong><\/span><\/p>\n<\/td>\n

\n

The qualifier competency<\/span><\/p>\n<\/td>\n<\/tr>\n

\n

Doesn’t need approval<\/span><\/p>\n<\/td>\n

\n

The presentation approach and context competency<\/span><\/p>\n<\/td>\n<\/tr>\n

\n

Controls emotions<\/span><\/p>\n<\/td>\n

\n

The closer competency<\/span><\/p>\n<\/td>\n<\/tr>\n

\n

Supportive beliefs<\/span><\/p>\n<\/td>\n

\n

The milestone-centric sales process competency<\/span><\/p>\n<\/td>\n<\/tr>\n

\n

Supportive buy cycle<\/span><\/p>\n<\/td>\n

\n

The CRM-savvy competency<\/span><\/p>\n<\/td>\n<\/tr>\n

\n

Comfortable discussing money<\/span><\/p>\n<\/td>\n

\n

The mastery of social selling competency<\/span><\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

The will to sell competencies<\/span><\/h2>\n

The first bucket has nothing to do with experience, skills, or industry knowledge. The will to sell<\/a> is really about how strong a salesperson\u2019s will to succeed is. The attributes encompassed in this category go as follows:<\/p>\n