What makes a great salesperson?
This is a question that has been attempted to be answered many times and for many years. It’s not easy to answer, as much of what makes a great salesperson seems to be intangible.
Most people think a great salesperson is a person born with loads of charisma and a platinum tongue. I’ve met great salespeople that I would describe that way, but I’ve also met great salespeople that are as far from that description as possible.
So how would you characterize a great salesperson? I found the following from a study conducted by Harvard Business School in 2002 and thought it was telling. According to their research, great salespeople share the following characteristics:
- They are intensely goal oriented
- They demonstrate 100% acceptance for the results they achieve
- They have above average ambition, will power, and determination
- They are impeccably honest with themselves and their customers
I believe they hit the nail on the head with this list. And maybe what isn’t on this list is just as important:
- They don’t mention that you have to look like a GQ model
- They don’t mention that you have to be able to give an Obama-like presentation
- And they don’t mention anything about being sneaky as a fox to get a deal done
I think that in order to sell managed services effectively, you definitely need all of the characteristics of a great salesperson that were mentioned in the HBS study. The trick for those of you reading this is:
How do you find a great salesperson?
That’s been the toughest part about growing Everon – finding great salespeople. The harsh reality is that you have to go through a lot of interviews and a lot of mis-hires before you find the gems you are looking for. Even the Sales Managers at the leading sales-focused companies that I have met with and questioned about their sales interview process say that only 2.5 out of 10 salespeople are successful at their organizations.
That’s not a good number, especially to someone like me, who believes that when you hire someone you have a responsibility to make them successful. I’ve created some interview processes that have helped, but it’s still a tough job.
I think the most important part of the interview process, for sales or any role, is to have a series of questions that really uncover the true nature of the person. Without them, you’re flying blind.
Mike
PS – we cover salesperson interview strategies in our membership site, MSP Coach.
