What characterizes the best salesperson?

Recruitment of salespeople

If you ask the top salespeople what actually sets them apart from an average salesperson? 

The chances are high that you won’t get a clear answer. In fact, many of them don’t really know themselves. A study from Harvard Business Review... (Seven Personality Traits of Top Salespeople, Steve W. Martin, 2011) Personality tests were conducted on 1,000 salespeople from some of the world’s leading companies to find the answer. The tests were carried out during President Club Events – an exclusive reward event for the very best salespeople.

Humbleness

91 percent of top salespeople were characterized by high levels of humility. Additionally, the study showed that boastful salespeople repel more customers than they attract. Their sales style is humble and team-oriented. Salespeople are more likely to introduce the entire team to the customer, including technical salespeople, consultants, and management.

Conscientiousness 

85 percent of top salespeople had high levels of conscientiousness and can be described as organized, responsible, and having a strong sense of accountability for results. They take control of the sales process to a greater extent in order to steer their own success

Performance-oriented

Eighty-four percent of salespeople had very high results in goal orientation. They enjoy working with clear goals and try to understand the political structures of their customers. They focus on reaching decision-makers and adjusting their strategies accordingly

Curiosity

84 percent of top salespeople displayed strong curiosity, which is a key part of their sales style. They use an investigative approach, asking many questions, including challenging and sometimes uncomfortable ones. This ability helps them quickly gather the information needed to assess whether a deal is feasible.

Less interest in socializing

A surprising difference between top salespeople and those who perform poorly is their need for socializing and friendliness. Top salespeople had, on average, 30 percent lower need for sociability than underperformers. They tend to display more dominance and create a natural authority, which influences deals more effectively than those who try to be overly nice.

Do not get discouraged easily

Less than 10 percent showed high levels of depression, and 90 percent were almost never downcast. For these salespeople, competition is seen as something positive, and they thrive on challenging themselves. Many have a background in sports and athletics, which seems to contribute to their ability to handle setbacks and recover quickly. Their sales style is characterized by strong mental resilience and the ability to keep moving forward despite obstacles. 

Self-awareness

The research showed that top salespeople had low self-consciousness—they were not particularly prone to getting embarrassed or insecure. This allows them to take bold and sometimes uncomfortable steps to move deals forward, such as standing firm on their ideas or making decisions quickly, without getting overly concerned about what others think. They are comfortable taking risks and acting decisively in business situations.

What can we learn from this in the recruitment of salespeople? 

Not all salespeople succeed as easily. Top salespeople possess a unique combination of confidence, accountability, and curiosity, as well as the ability to handle both pressure and setbacks. After more than 15 years of experience in sales, across various companies and markets, particularly in the IT industry, I have repeatedly seen these traits in those who truly succeed. They have the ability to balance drive and strategy with humility, making them both effective and likable.