What Does it Take to be a Top Sales Person Today
By Jennifer Selland
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 by defining these key areas:
â€?Attributes: personal skills or competencies
â€?Values: rewards and culture
â€?Behaviors: how they do the job
We used a comprehensive, validated, step-by-step process called the Trimetrixâ„?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 Sales Person.
The Top Seven Attributes are:
1. RESULTS ORIENTATION: The ability to identify actions necessary to complete tasks and obtain results.
â€?Maintains focus on goals
â€?Identifies and acts on removing potential obstacles to successful goal attainment
â€?Implements thorough and effective plans and applies appropriate resources to produce desired results
â€?Follows through on all commitments to achieve results
2. INFLUENCING OTHERS: The ability to personally affect othersâ€?actions, decisions, opinions or thinking.
â€?Effectively impacts othersâ€?actions
â€?Gains commitment from others to achieve desired results
â€?Analyzes otherâ€™s opinions and leads them to understand and willingly accept desired alternatives
â€?Persuades others in a positive manager
3. SELF MANAGEMENT: The ability to prioritize and complete tasks in order to deliver desired outcomes within allotted time frames.
â€?Independently pursues business objectives in an organized and efficient manner
â€?Prioritizes activities as necessary to meet job responsibilities
â€?Maintains required level of activity toward achieving goals without direct supervision
â€?Minimizes work flow disruptions and time wasters to complete high quality work within a specified time frame