Sales Training: Top 7 Attributes Needed to be a Superstar Sales Person Today
By Jennifer Selland
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It always has been a little mystifying to figure out what exactly makes a top-notch Sales Person. Well-Run Concepts has been conducting research to quantify what is needed in the position of Sales Person today. We used a comprehensive, validated, step-by-step process called the Trimetrix system to determine what is needed for top performance. Attributes tells us if an individual can do the job by looking at what personal skills or competencies are needed in the job of Sales Person. The top SEVEN are:
- RESULTS ORIENTATION: The ability to identify actions necessary to complete tasks and obtain results.
Maintains focus on goals
Identifies and acts on removing potential obstacles to successful goal attainment
Implements thorough and effective plans and applies appropriate resources to produce desired results
Follows through on all commitments to achieve results
- INFLUENCING OTHERS: The ability to personally affect others actions, decisions, opinions or thinking.
Effectively impacts others actions
Gains commitment from others to achieve desired results
Analyzes others opinions and leads them to understand and willingly accept desired alternatives
Persuades others in a positive manager
- SELF MANAGEMENT: The ability to prioritize and complete tasks in order to deliver desired outcomes within allotted time frames.
Independently pursues business objectives in an organized and efficient manner
Prioritizes activities as necessary to meet job responsibilities
Maintains required level of activity toward achieving goals without direct supervision
Minimizes work flow disruptions and time wasters to complete high quality work within a specified time frame
- GOAL ACHIEVEMENT: The overall ability to set, pursue and attain achievable goals.
Establishes goals that are relevant, realistic and attainable
Identifies and implements required plans and milestones to achieve specific business goals
Initiates activity toward goals without unnecessary delay
Stays on target to complete goals regardless of obstacles or adverse circumstances
- INTERPERSONAL SKILLS: The ability to interact with others in a positive manner.
Initiates and develops business relationships in positive ways
Successfully works with a wide range of people at varying levels of organizations
Communicates with others in ways that are clear, considerate and understandable
Demonstrates ease in relating with a diverse range of people of varying backgrounds, ages, experience and education levels
- PROBLEM SOLVING: The ability to identify key components of a problem to formulate a solution or solutions
Analyzes all data relative to a problem
Divides complex issues into simpler components in order to achieve clarity
Selects the best options available to solve specific problems
Applies all relevant resources to implement suitable solutions
- DECISION MAKING: The ability to analyze all aspects of a situation to gain thorough insight to make decisions.
Analyzes data necessary for decision making
Makes major decisions impacting strategic outcomes appropriately and effectively
Makes decisions in a timely manner
Demonstrates ability to make unpopular and difficult decisions when necessary
"Helping Organizations Define and Develop Top Talent."
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Article Submitted On: November 16, 2004