Sales Training Should Include the Right Personality Traits

Right PersonalityCompanies can try and fit their new sales representatives into a certain mold, as they may wish that the workers will emulate the top sellers. Sales training programs should show these employees which personality traits lead to the highest numbers, in an effort to mimic the style of the best salespeople.

There are certain traits that many successful salespeople have, as the job requires a special type of personality to produce the best results.

While it is important for managers to lead their employees in the right direction, it is difficult to define an individual’s personality. The designation of a representative as a certain type of person may be easier, as one can tell whether someone is an introvert or an extrovert, according to Barrett Riddleberger, the chief executive officer (CEO) of Resolution Systems, Inc., a sales training and consulting firm.

Modesty is a quality that one might not associate with the world of sales. People often picture an outgoing and confident representative that is full of bravado, but these employees may actually distance themselves from the customer due to the arrogance that they might portray, according to the Harvard Business Review.

Curiosity may also help employees to secure a big sale, as the representatives in a company should be generally interested in learning about their potential customers. This type of enthusiasm can help clients realize the level of importance that the business places on each account, the business website reported.

Ambition is another quality that representatives may want to emulate, as personal motivation regarding each sale is important.

“Salespeople need to be a self starter, handle rejection and not overvalue relationships. They need to have a cause and effect mentality so they can deliver results,” Riddleberger said.

The Resolution Systems CEO also noted that the type of sales is also important in determining which personality traits can make the best representatives. He explained that in an outside role, one needs to be more assertive and direct in order to achieve the best possible results.

“For inside sales and from a call center/account manager perspective, warm and friendly individuals can be the best salespeople but they also need to be routine oriented, laid back and methodical,” Riddleberger said.

Though it may be easy to initially categorize salespeople, a manager has to realize the complexity that surrounds the position of a representative.

“It’s a little like looking at a diamond – you need to keep turning it and look at it from many facets,” according to the executive.