The four traits that separate the best salespeople from the rest

When we talk about great salespeople, it's hard not to think of one of the industry's top brokers, Fredrik Eklund. An article on Veckans Affärer brings up an important discussion about sales and identifies four key elements that distinguish the best salespeople from the rest in the industry. Let's dive into these characteristics and see if you belong to the top tier!

High demands on themselves:

The best salespeople set high standards for themselves. Overperforming is the norm for them, and they take strong performance for granted. A survey shows that half of overachievers fully agree that they are responsible for achieving their goals. This is compared to only 26% of those who underperform.

Incentive:

Money plays a significant role in the motivation of top performers. The more incentive they receive to exceed their targets, the more likely they are to perform at their best. Companies that meet or exceed their quotas are also less likely to have a cap on compensation compared to those that do not meet their quotas to the same extent.

Believe in the company and its management:

Confidence is a key factor for success in sales. It is about believing in the company and its management, but also having faith in your own skills. The best salespeople rank their companies higher than their less successful colleagues. This underlines the importance of confidence both internally and in one's own abilities.

Structured sales process:

A well-structured sales process is essential for sales success. Although high-performing salespeople may not be able to describe their process in detail, research shows that they have a systematic approach to selling. On the other hand, poor performers tend to change their approach from call to call, indicating a lack of an effective process.

This study, conducted by Nick Hedges, CEO of Velocify, and Steve W. Martin, professor and author, provides important insights into what it takes to be a successful salesperson. By reflecting on these four traits, you can evaluate your own place in the sales industry and strive to become one of the best. For more information, check out the article on the INC website.