3 Qualities a Sales Rep MUST Have

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  1

  adamzais

  01/30/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  Not to make this sound like the Boy Scouts, but please give me intelligence, ability to listen (AKA shut up), honest, brave, friendly, cheerful...you get the idea. I'm so fed up with the whole "persuasive" idea. At best, it's old-school...at worst, it's hucksterism. I don't have enough time in the day, week, quarter, life to spend on manipulating people, and I don't want my reps doing this either. Listen, inform, mutually decide if timing/fit/budget line up, or move on.

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  2

  dave.stein@...

  01/30/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  There are numbers of other qualities, depending on the requirements of the specific sales position. Someone selling intangibles--professional services, for example--requires different skills and traits from someone selling widgets.
  
  With that in mind, most sales people need to be able to solve problems--to interpret a customer's challenge or opportunity and position their product or service to overcome the challenge or leverage the opportunity. It's really an analytical capability, but in a fairly basic form.

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  RachelWarner

  02/02/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  I took the Caliper Profile and felt it was a very accurate assessment of my personality. With the economy as it is assessments are a way to determine the right fit for a position and for a minimal cost you have piece of mind. Who can leave hiring to chance today. Any competitive advantage is necessary to succeed.

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  4

  jefflogden

  02/02/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  The posts above are good, but what I wish to point out is that no one cites Industry Experience, but that is what most hiring managers mistakenly look for.
  
  Asking great questions, listening, understanding the buying process, empathizing with the pain, etc. Salespeople need to be physicians, not peddlers.
  
  I also agree with Rachel. Testing is important today. Mistakes are too expensive.

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  LoriDryburgh

  02/02/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  Target Training International (TTI) has an assessment that measures 6 motivational characteristics. They have done extensive validity studies with sales people in North America and Europe. The number one motivation of top sales people is Utilitarian. This is defined as a passion to gain a return on investment of time, resources and talent.

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  CCHAustralia

  02/03/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  Definitely optimism and positive attitude. These 2 words are often used too casually without the true appreciation of their meanings. Genuine optimism and positive attitude comes from "within" a person. Unfortunately, these 2 qualities are the easiest to fake during job interviews.Great sales consultants have to care about their clients and treat clients how they themselves like to be treated. Once trust is earnt, sales is 100 times easier to make. Of course, all this needs to be backed up with good background sales training.
  I love being a sales consultant and I win when my clients win.......

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  charles599

  02/03/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  The ability to think, listen,diagnose and suggest. Gimmicks don't work.

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  Fashion Fit Formula

  02/04/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  Most of the qualities needed have already been listed. However after 15 years of earning a 7 figure salary in sales, I would point out that a sales person works for the customer as well as the company. The best financial deal for the employer should be struck in the negotiations, but once the sale is done the sales person becomes the customer's advocate to ensure that every promise made by the Company is fulfilled. In the 15 years I had 3 employers but the same core group of customers because both my employer and my customers that they could take my word to the bank.

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  CraigFisher

  02/04/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  Firstly, I agree that listening, empathy are
  required. I was particularly intrigued with
  the recommendation for the Caliper Profile,
  above. However, after reviewing the Caliper
  Profile, it is a mere shadow of the one I've
  been using for several years found at
  www.Saterfiel.com. While my input is a plug
  for John Saterfiel in that I've used his
  reports for years (and where I've disagreed
  with his findings I've later found out his
  analysis was right), I do not work for John.

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  James Lorenzen

  02/04/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  Attitude: I built five local weekly publications hiring inexperienced reps with the right attitude instead of the wrong experience. Their desire to learn resulted in their outselling all the established competition.
  
  Organization: Time-management and prioritization. Most people could earn a second living by simply making use of the time they waste.
  
  Questioning skills: Who doesn't know this?
  
  Unafraid to sell 'strong': Not a 'hard' sell, which no one appreciates; but the ability to sell with credibility. People will listen to any solution IF they believe you truly have their best interest at heart.
  
  There's more, but I'll spare everyone.

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  sdr2158

  02/04/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  I feel that persistance and organization are two important attributes that a Sales Rep must have.

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  12

  Thomas34

  02/05/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  A great Sales Rep must know how to sell the product lines of the customer in order to close sales with the customer and possibly the cutomers customer.

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  Tom Canning

  02/11/09 | Report as spam

  RE: What Qualities Make a Great Sales Rep?

  I also believe that ABC (Always Be Closing) could use a little updating to include Always-Be-Collaborating. Collaboration and the ability to collaborate with customers and partners is a new quality that is peaking up over the horizon as Sales 2.0 starts to evolve the current sales process. It a good quality to look for in sales new hires.
  
  Tom Canning
  http://www.connectize.com