There are certain consistencies reflected in the top sales leaders successfully involved in sales of different products and services in our economy.
The key to finding the people that fit the profile of the traits we are going to list as the ones conducive to sales superiority depends on the past experiences, accomplishments and of course the evidence of those traits, if detected, in the interviewing process.
For the purpose of the process, we are going to classify the traits into three categories. The two categories are attributes, and behaviors. Attributes can be described as personal skills and competencies. Behaviors would be how the individual goes about doing their job. The third category, values of the top sales leaders will be covered in Part two next week!
Although there are numerous attributes and behaviors, we have narrowed them down to the seven most prominent in the quintessential salespersons!
Results orientation:
Defining actions needed to approach and complete tasks with favorable results
Keep focused on goals
Foreseeing obstacles and eliminating them to attain goals successfully
Devising and executing effective plans, applying needed resources to reach the desired end result
Upholding commitments to others to achieve results sought after
Influencing others favorably:
Taking leadership and personally affecting others’ actions, decisions, opinions and even thoughts
Impacting other’s actions by his/her example
Garnering commitment from other’s to achieve desired results
Listening to and analyzing other’s opinions and leading them to acknowledge and understand the best alternatives
Persuasion takes place in a positive manner
Self Management:
Displaying the self disciplines needed to prioritize and complete
Tasks in order to deliver positive results within the time frame allotted
Working as an independent, with minimum supervision, pursues business objectives with organization and efficiency. Always displays level of activity needed to move toward achieving goals
Prioritizes activities in accordance with job responsibilities
Keeps time waster disruptions to a minimum enabling high quality work within a specified time frame
Goal Achievement:
The total ability to set, pursue, review and attain realistic goals
Goals established are relevant, realistic and attainable
Formulates plans and checkpoints needed to achieve specific, measurable goals
Initiates needed activity without foreseeable delays
Does not overtly display discouragement when coming up against obstacles or adversity, remaining positive with tenacity
Interpersonal Skills:
Displays the ability to interact with others positively.
Develops and initiates business relationships in a positive non-threatening manner
Works with an array of people at various levels of the organization successfully and harmoniously
Communicates clearly, with empathy, concisely, always considerate
Demonstrates the skill of relating to diverse ranges of people with various backgrounds, ages experiences and education levels
Problem Solving:
Possesses the unique ability to identify the problem and its key issues
formulating a solution or solutions
Identifies and analyzes all relative data to the problem
Achieves clarity by breaking complex issues into simple components
Always selects the best specific options available to solve specific problems
Applies and utilizes relevant resources to enact suitable solutions
Decision Making:
Analyzes all aspects and possibilities of a situation to gain total
insight to make correct decisions
Gathers and analyzes necessary date for decision making
Makes major decisions that impact strategic outcomes appropriately and effectively
All decisions are made in a timely manner
Does not falter or hesitate if necessary decisions to be made are difficult and may be unpopular
Part two of Profiles of Tops Sales Leaders will be published next week and will delve into the values of Top Sales Leaders.
By: Randy L. Snyder
Randy Snyder is a regular contributor to Salesheads and is a retail consultant with 30 years of experience with national and international chains. He has been involved with franchise development and all aspects of retailing and can be reached at rsnyder921@aol.com or (p) 239 481 0844.
The key to finding the people that fit the profile of the traits we are going to list as the ones conducive to sales superiority depends on the past experiences, accomplishments and of course the evidence of those traits, if detected, in the interviewing process.
For the purpose of the process, we are going to classify the traits into three categories. The two categories are attributes, and behaviors. Attributes can be described as personal skills and competencies. Behaviors would be how the individual goes about doing their job. The third category, values of the top sales leaders will be covered in Part two next week!
Although there are numerous attributes and behaviors, we have narrowed them down to the seven most prominent in the quintessential salespersons!
Results orientation:
Defining actions needed to approach and complete tasks with favorable results
Keep focused on goals
Foreseeing obstacles and eliminating them to attain goals successfully
Devising and executing effective plans, applying needed resources to reach the desired end result
Upholding commitments to others to achieve results sought after
Influencing others favorably:
Taking leadership and personally affecting others’ actions, decisions, opinions and even thoughts
Impacting other’s actions by his/her example
Garnering commitment from other’s to achieve desired results
Listening to and analyzing other’s opinions and leading them to acknowledge and understand the best alternatives
Persuasion takes place in a positive manner
Self Management:
Displaying the self disciplines needed to prioritize and complete
Tasks in order to deliver positive results within the time frame allotted
Working as an independent, with minimum supervision, pursues business objectives with organization and efficiency. Always displays level of activity needed to move toward achieving goals
Prioritizes activities in accordance with job responsibilities
Keeps time waster disruptions to a minimum enabling high quality work within a specified time frame
Goal Achievement:
The total ability to set, pursue, review and attain realistic goals
Goals established are relevant, realistic and attainable
Formulates plans and checkpoints needed to achieve specific, measurable goals
Initiates needed activity without foreseeable delays
Does not overtly display discouragement when coming up against obstacles or adversity, remaining positive with tenacity
Interpersonal Skills:
Displays the ability to interact with others positively.
Develops and initiates business relationships in a positive non-threatening manner
Works with an array of people at various levels of the organization successfully and harmoniously
Communicates clearly, with empathy, concisely, always considerate
Demonstrates the skill of relating to diverse ranges of people with various backgrounds, ages experiences and education levels
Problem Solving:
Possesses the unique ability to identify the problem and its key issues
formulating a solution or solutions
Identifies and analyzes all relative data to the problem
Achieves clarity by breaking complex issues into simple components
Always selects the best specific options available to solve specific problems
Applies and utilizes relevant resources to enact suitable solutions
Decision Making:
Analyzes all aspects and possibilities of a situation to gain total
insight to make correct decisions
Gathers and analyzes necessary date for decision making
Makes major decisions that impact strategic outcomes appropriately and effectively
All decisions are made in a timely manner
Does not falter or hesitate if necessary decisions to be made are difficult and may be unpopular
Part two of Profiles of Tops Sales Leaders will be published next week and will delve into the values of Top Sales Leaders.
By: Randy L. Snyder
Randy Snyder is a regular contributor to Salesheads and is a retail consultant with 30 years of experience with national and international chains. He has been involved with franchise development and all aspects of retailing and can be reached at rsnyder921@aol.com or (p) 239 481 0844.
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