Top Traits of Great Salespeople

Conscientiousness was also highly rated by more than two-thirds of the survey takers, and many equated this trait with honesty.  Respondents offered advice like “never tell a lie” and one commented that “strong, honest relationships based on mutual respect earned from shared successes are the strongest cement.”  Some pointed out that although repeat business is often based on price, the overall message seemed to be that customers will stick with what and who they can count on, with dedication being very much a two-way street. 

Confident, Creative, Efficient & Flexible

Confidence, as one would expect, ranked highly.  While some made the case that “confidence does not translate to selling,” the majority viewed it as critical.  An important distinction, however, was made between self-confidence and confidence in the quality of product being sold, with the latter deemed more important by respondents who made this distinction.

Creativity and flexibility were also seen as crucial, with 98 percent agreement, along with top notch problem-solving skills.  “Find out what [customers] need, not what you want to sell,” one survey taker advised.  This tied in with being smart and efficient, but others championed common sense.  The efficiency part, though, was deemed indispensible; those who don’t possess this trait are simply not in sales…or not for very long.

Hand in hand with efficiency was effective account management, with close to 98 percent agreeing this was imperative, as holding on to customers is just as important as attracting new business.  One participant knew a salesperson who claimed to have never lost a customer.  Others, however, acknowledged that “customer retention is not always up to the salesperson.” 

Organized, Detail Oriented & Enjoys the Challenge

Although being organized and detail oriented came in with strong agreement at over 88 percent, a vocal minority linked the trait to teamwork—saying many salespeople rely on a quality backup team to keep all the details in line.  Others saw produce as more of a one-on-one business, while one respondent believed being “highly personable and highly organized do not exist at the same time.”

When it comes to enjoying the challenge of sales, there was almost total agreement, with a few caveats: “Sales staff can be easily demoralized…a positive attitude can go a long way,” one participant declared. In-house support and not taking rejection personally were rated equally important.  Most of all, though, “never take it home with you”—was advised by several respondents. 

Charismatic, Smooth & Likeable

Although there was consistent agreement on charisma, many decried the loud, pushy stereotype.  Doug Stoiber, vice president of produce transportation operations at North Carolina-based L&M Transportation Services, said “while many great salespeople are extroverts, I know a professional who lets others take center stage while he manages results for his customers.”  Others agreed that charisma has its place, but noted good salespeople knew when to be the life of the party and when to step back.  Stoiber found such instincts are partially due to a natural calling, but also part of observing peers through the years.  “Good salespeople are always learning,” he says.