What makes a great salesperson?<\/h2>\n
You\u2019ve probably got lots of good salespeople in your organization.<\/p>\n
The hiring process<\/strong><\/a> will have filtered out those who aren\u2019t suited to the role. Your successful hires will have been given the essential sales skills training required for the role. And now you have a team of capable and motivated sales reps who are good at their job. So far so good.<\/p>\n But is good, good enough?<\/strong><\/p>\n To consistently and confidently meet (or, ideally, exceed) your sales quotas and, in turn, your business goals, good isn\u2019t quite enough. Good needs to become great.<\/p>\n And, if an enhanced package of sales training moves your reps up to that level, then settling for good really isn\u2019t an option. Particularly when that next-level sales training<\/strong><\/a> is so easy to source and deliver.<\/p>\n Makes sense, right? So what should your next steps be?<\/p>\n Before you rush into creating a list of courses, it helps to understand what the qualities of a great salesperson<\/strong> are compared to those of a good salesperson. The list could go on indefinitely, but here are what we consider to be the top 10 qualities to help guide your training program.<\/p>\n A successful salesperson won\u2019t complete a deal and then move on to the next one. A successful salesperson will keep in touch with customers, nurture and maintain a good working relationship with them, and proactively follow their journey.<\/p>\n When it comes to successful sales, it pays to be one step ahead. A good salesperson will identify a customer\u2019s current needs and provide solutions. A successful salesperson will go one step further by researching and anticipating future requirements and demonstrating how those can or will be met, too.<\/p>\n And the future-focused approach doesn\u2019t stop there. As well as keeping up-to-date with current best practices, a successful salesperson will proactively track industry developments<\/strong> and future challenges.<\/p>\n So, for a SaaS sales rep, that would be looking into advances in technology, for example. For someone working in manufacturing, it could be finding out about next-level prototypes or products edging into the market.<\/p>\n With sales, the devil is often in the detail. The more you find out about a customer\u2019s challenges, aspirations, and business model, the more you can help them. Even if they don\u2019t actually think they need much help.<\/p>\n Sometimes, for example, a throwaway comment could present an opportunity to solve a bigger problem. A successful salesperson will ask a lot of (the right) questions, listen properly and deeply<\/strong>, and take detailed notes.<\/p>\n Nobody works in a silo.<\/strong> A successful salesperson understands the impact their approach has on others in their team and beyond.<\/p>\n Take account managers, for example. A great salesperson will appreciate how valuable detailed, up-to-date, and well-organized customer communication logs are for account managers in the team. So, they\u2019ll make sure their notes are thorough and organized in such a way that makes it easy for colleagues to find and use.<\/p>\n Knowledge is power. Particularly in sales. An engaging personality is powerful too but, without any substance behind it, it won\u2019t be enough to close a deal.<\/p>\n A great salesperson will be curious<\/strong> and go to great lengths to become an expert in every aspect of whatever it is they\u2019re selling, whether it\u2019s a product or a service. And, if they can\u2019t answer every question a customer asks, they\u2019ll go off and do their research ready for the next time.<\/p>\n Train your salespeople with TalentLMS For many sales reps, the buzz of closing a deal can become almost addictive. And, working in a competitive environment, fuelled by a drive to perform better week on week, month on month, can lead to exhaustion, burnout, and stress.<\/p>\n A successful salesperson understands that to perform at their best and achieve their targets, they need to feel well and focused. Which means looking after their mental and physical wellbeing<\/strong>. Not working crazy hours. And getting the balance between work and personal life right.<\/p>\n Time management represents so much more than punctuality\u2014or making a meeting on time. Time is reputation. Time is trust. And time is opportunity. <\/strong><\/p>\n A great or successful salesperson will not only know how to manage their time but understand why it\u2019s important on all of these different levels. And it\u2019s that understanding that will drive their success.<\/p>\n One of Steven Covey\u2019s 7 habits<\/strong><\/a> of highly effective people is that they \u201cSeek first to first to understand, then to be understood.<\/em>\u201d<\/p>\n Highly effective (and successful) salespeople demonstrate empathy by putting their energy into understanding a customer\u2019s needs and viewpoint, over their own impulse to sell or make a point.<\/p>\n Sales reps hear “no” a lot. They send emails that never get answered. And leave voice messages that don\u2019t receive replies. A good salesperson will take this rejection in good grace and move on.<\/p>\n A highly successful salesperson will rise to the challenge. They\u2019ll keep going, exploring creative ways of turning a “no” (or the cold shoulder of an unanswered email or phone call) into a “yes.”<\/p>\n Now that you know the qualities of a successful salesperson, it’s time to train your team. But how do you translate those qualities into training courses?<\/p>\n Core sales training<\/strong><\/a> usually focuses on sales-specific challenges or objectives. There\u2019s the networking and behind-the-scenes prep such as customer research<\/strong><\/a> and building a pipeline<\/strong><\/a>. The engagement stage (delivering convincing presentations, keeping prospects hooked in, selling solutions, and ultimately closing a deal<\/strong><\/a>). And, of course, the follow-up admin<\/strong><\/a>.<\/p>\n And, yes, these are all absolutely essential sales skills<\/strong><\/a> that should be included in any basic sales training package. But it’s the less standard, mostly soft skills sales training<\/strong><\/a> we’re interested in here. Because it\u2019s this training that will build you a team of consistently high (rather than predictably good) performers.<\/p>\n And the good news is, all of these skills are transferable<\/strong>. If one of your team moves over to another area of your organization, your training won\u2019t have gone to waste.<\/p>\n Meet TalentLibrary™ So, what should you focus on? Here\u2019s our, rather eclectic (but effective), top 10 list:<\/p>\n Yes, you\u2019ve got a marketing department to create leads and generate customers. But a successful salesperson should be a lead-generating, frontline marketer too. Developing a so-called \u201cprofessional online presence\u201d will help them better represent themselves and your company.<\/p>\n Train them to develop digital marketing skills such as networking<\/strong><\/a>, branding<\/strong><\/a>, and social media<\/strong><\/a>, and their credibility and influence will grow. And so will your sales quotas.<\/p>\n To keep going in the face of rejection is hard. Particularly if that rejection is constant and repetitive. Give a good salesperson the right skills and they\u2019ll rise to the challenge day-in, day-out (and not just for the first few months).<\/p>\n Resilience training<\/strong><\/a> nurtures a change in mindset. So they can learn to let go of what they can\u2019t control, make the most of what they can change, and reflect and learn when the going gets tough.<\/p>\n When you\u2019re dealing with people (and this is pretty much what sales is), it\u2019s impossible to know what situations and emotions you\u2019ll be presented with. And this can cause stress, a lack of confidence, and uncertainty.<\/p>\n Self-regulation skills<\/strong><\/a> offer good sales reps the skills to stay calm, positive, and focused. Which, in turn, drives success and high performance.<\/p>\n A successful salesperson asks questions. Lots of them. Questions lead to knowledge and solutions.<\/strong> And the discovery of what might be possible, instead of just what\u2019s feasible. This is why learning to be curious<\/strong><\/a> should be an essential tool in your successful salesperson’s tool kit.<\/p>\n But can it be taught? <\/strong><\/p>\n Absolutely. From expanding the curiosity to challenging ideas, proper training will give your team the skills to troubleshoot difficult sales situations more effectively.<\/p>\n The easiest way to make a sale is to give customers what they want and need. And that requires active listening skills<\/strong><\/a>. Not quite as easy as it sounds. Most of us take shortcuts during conversations\u2014predicting what we think someone might say or cutting them off during a sentence.<\/p>\n Active listening builds mutual trust, leads to fewer mistakes, and enhances product and customer knowledge. Which is why successful salespeople are well-trained listeners.<\/p>\n A convincing sales pitch doesn\u2019t start and end with a phone or video call. The introductory and follow-up comms are important, too. Sending emails may seem like a no-brainer. But there\u2019s an art to it that isn\u2019t normally reflected in the traditional sales course program. And it\u2019s that art that will move your good sales reps up a level.<\/p>\n Help them make the best possible impression on existing business contacts and customers by fine-tuning their email communication skills<\/strong><\/a>.<\/p>\n The difference between an average sales rep and an outstanding successful sales rep? Their level of emotional intelligence. Which, summed up, is a combination of empathy and ethics.<\/p>\n Empathy<\/strong><\/a> enables sales staff to understand and share their customers\u2019 feelings. Once they know where their customers or prospects are coming from, your sales team will be better positioned to help them.<\/p>\n Selling ethically<\/strong><\/a> helps customers develop a more positive impression of your sales employees, so they\u2019re more likely to build great customer relationships, which leads to more sales. Providing training in emotional intelligence<\/strong><\/a> means they can offer a mature, sensitive, thoughtful, and appropriate approach that stands out among the competition.<\/p>\n Staying productive means living a healthy, balanced life. But this can be more challenging in the competitive, target-driven world of sales. Training your sales reps in the art (and it is an art) of wellbeing<\/strong><\/a> brings benefits to both them and your business.<\/p>\n By supporting a balanced and sustainable existence you can help them meet their fullest potential, both personally and professionally.<\/p>\n Communication is at the heart of sales. A complex and multifaceted process, it covers everything from soft skills such as persuasion, negotiation, body language<\/strong><\/a>, and tone of voice<\/strong><\/a> to harder, more tangible skills such as knowing how to draft a compelling email or deliver an effective presentation<\/strong><\/a>.<\/p>\n It\u2019s an art that many think comes naturally. But, in fact, it takes skill and consideration to perfect all of its many different elements. Time spent training your sales team in the art of communication<\/strong><\/a> will be time well spent.<\/p>\nInto long-term relationships, not one night stands<\/h3>\n
Looking to the future not stuck in the past<\/h3>\n
Experts in their field<\/h3>\n
Interested and informed<\/h3>\n
Working with others in mind<\/h3>\n
Hungry for knowledge<\/h3>\n
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\n<\/strong>The training platform that users consistently rank #1.<\/span>
\nEasy to set up, easy to use, easy to customize.<\/span>![\"Create](\"https:\/\/www.talentlms.com\/blog\/wp-content\/uploads\/2018\/06\/CTA.png\")
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\nIn balance and on point<\/h3>\n
Always on time<\/h3>\n
Keen to connect<\/h3>\n
Turns problems into opportunities<\/h3>\n
10 skills a successful salesperson should master<\/h2>\n
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\n<\/strong>A growing collection of ready-made courses that cover the skills
\n<\/span>your sales teams need for success at work
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\n1. Digital marketing<\/h3>\n
2. Persistence and resilience<\/h3>\n
3. Self-regulation<\/h3>\n
4. Being curious<\/h3>\n
5. Listening not just hearing<\/h3>\n
6. Email etiquette<\/h3>\n
7. The three Es (empathy, ethics, and emotional intelligence)<\/h3>\n
8. Wellbeing<\/h3>\n
9. Communication skills<\/h3>\n
10. Collaboration<\/h3>\n
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