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HOME::Selling Tips

Top 7 Attributes to be a Top Inside Sales Person Today

By Jennifer Selland

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It always has been a little puzzling to figure out what exactly makes a top-notch Inside Sales Person. Well-Run Concepts, Inc. has been conducting research to quantify what is needed in the position of Inside Sales today.

We used a comprehensive, validated, step-by-step process called the Trimetrix™ system to determine what is needed for top performance. This article will summarize our findings to date and here is what we found.

Attributes tells us if an individual can do the job by looking at what personal skills or competencies are needed in the job of Inside Sales Person.

  1. 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

  2. GOAL ACHIEVEMENT: The overall ability to set, pursue and attain achievable goals, regardless of obstacles or circumstances.

    • 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

  3. 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.

  4. PERSONAL ACCOUNTABILITY: A measure of the capacity to be answerable for personal actions.

    • Accepts personal responsibility for the consequences of personal actions

    • Avoids placing unnecessary blame on others

    • Maintains personal commitment to objectives regardless of the success or failure of personal decisions

    • Applies personal lessons learned from past failures to moving forward to achieving future successes

  5. RESILIENCY: The ability to quickly recover from adversity.

    • Continues toward goals in the face of difficulty and adversity

    • Handles criticism and rejection from others with objectivity

    • Recovers quickly from personal setbacks

    • Moves past unforeseen obstacles without unnecessary delay

  6. PLANNING AND ORGANIZATION: The ability to establish a process for activities that lead to the implementation of systems, procedures or outcomes.

    • Defines plans and organizes activities necessary to reach targeted goals

    • Organizes and utilizes resources in ways that maximize their effectiveness

    • Implements appropriate plans and adjusts them as necessary

    • Consistently demonstrates organization and detail orientation

  7. 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

Well-Run Concepts, Inc.
"Helping Organizations Define and Develop Top Talent."
303 S.E. 17th St., Suite 309-170
Ocala, FL 34471
Toll Free: 877-566-2900 Tel: 352-624-2684 Fax: 352-624-2689
Website: Email:


Article Submitted On: May 19, 2006