Sales Personality Traits that Effective Salespersons Should Possess
Sales personality traits of sales personnel cannot be overstated in this day and age.
There is a lot that goes into being a great salesperson. A salesperson is the first touchpoint for your business, which means you would want your salesperson to have an agreeable demeanor.
Salespersons should be multifaceted. They will usually have to deal with more than one task at a time; being a multifaceted person means that they can deal with the unique challenges brought on by closing a sale.
The salesperson should also empathize with and understand a client’s needs. Therefore when hiring a salesperson, the right personality comes into play. It is commonly believed that finding someone with the right personality wins half the battle.
This article will help you identify the sales personality traits that a salesperson might need. If you are a Sales Development Leader looking to hire sales reps and don’t know where to begin, this might be a great starting point!
What defines an excellent sales personality trait?
A sales personality trait is defined as a set of traits or qualities crucial for a great salesperson.
An effective good sales personality trait will gravitate towards making clients feel comfortable. They are committed to making the customer feel like they are the king, which is impertinent because customers like to feel like they are important. Thus, the salesperson’s job is to make the customer feel like they are winning.
Sales Development Leaders should look for specific personality traits before considering recruiting an SDR for a position.
Personality traits to look for before hiring for sales
A salesperson is the first point of contact for a potential lead.
Your salesperson should know how to build a long-lasting relationship with your brand. As Jeffrey Gitomer famously said- “Great salespeople are relationship builders who provide value and help their customers win.” With that said, let us look at some qualities that make a great sales personality!
1. Are They Extroverts?
A salesperson needs to have an outgoing and extroverted personality.
A salesperson will usually have to approach the client by themselves. An extroverted personality will go a long way to help the salesperson to connect with the client. Extrovertedness is the only sales personality trait that needs to come naturally to a salesperson.
It is not a quality that one can fake easily. Irrespective of the job of a salesperson, be it selling a house, car, or a software product, they need to be confident, approachable, and personable to build trust and rapport with potential buyers.
So Sales Development Leaders need to ensure that their potential recruit is genuinely outgoing. You can do this by setting up an in-person interview. Usually, you can tell whether or not the recruit has this important sales personality.
2. Are They Resilient?
Sale is an unforgiving area.
The challenging nature of sales makes resilience an important sales personality trait. A salesperson should know how to keep up with tracking clients. A client might not respond the first few times positively. But a good salesperson will follow up and incentivize a client to get a product. Resilience also makes the client feel like their problems are valid, and their concerns are heard.
Resilience will ultimately land a sale and make the customer feel like you are helping them out of a problem.
3. Can They Multitask?
Sales have many spinning wheels.
An essential sales personality trait is multitasking. From contacting new leads to following up on old leads to closing a deal, a salesperson has a lot to do. It also means that the salesperson should be able to deal with numerous tasks. At a fraction of the cost, sales automation tools like SmartReach help SDR multitask better as their tedious and operationally heavy task get automated
Someone who can multitask efficiently can maneuver the sales process quickly.
4. Can They Take Rejections?
Rejection is inevitable in sales.
Having the capacity to accept rejections is an essential sales personality trait, as highlighted by the MBTI Personality Test. After all, not all promising leads are going to follow through. An effective salesperson knows how to take rejections in stride and move on. The circle of self-pity can blow the salesperson’s self-confidence and lead to lower efficiency. A salesperson must retrospect on what went wrong in this sale and learn.
Dwelling on failures will waste time and mental willpower in the sales world.
5. Can They Genuinely Be Caring?
No one can fake a caring and genuine human interaction.
A salesperson should love the craft of sales and have a knack for it. Half the craft relies on genuine human interactions. A salesperson with a welcoming personality automatically makes others feel comfortable. Sales reps that are caring will also have empathy that makes them genuinely want to help their clients.
This makes the client feel like their concerns are being addressed with extra care and attention.
6. Are They Multicultural?
Respecting a person’s culture makes them feel important; this is essential if you want to foster long-lasting relationships with your clients.
A client can be from any part of the world. Your salesperson should be respectful of all cultures. It is a plus if the salesperson has been exposed to several cultures because people who have never been a part of a culture cannot replicate the subtleties of some cultural actions.
A multicultural salesperson will have the edge over your competitor’s sales team.
7. Are They Well-Read?
A well-educated salesperson will always have witty anecdotes and funny stories to share.
It is a common sales tactic to make the client feel comfortable in the salesperson’s presence. The most suitable way to do this is by sharing stories and jokes. A well-read salesperson can also talk on a broad range of topics.
Keeping up to date on current events, popular publications, and industry gossip will make sure that the client instantly connects to the salesperson.
8. Do They Remain Calm Under Pressure?
Sales can be a fickle occupation.
There are always clients to keep in touch with, new leads to talk to, and hundreds of other things. If your potential recruit is not good at handling crises, they might not be suitable for your company. Maintaining calm under pressure is a universally desired trait as it allows a salesperson to develop solutions.
A Sales Development leader recruiting the salesperson can give the recruit several ‘What if’ scenarios and evaluate them based on their answers.
9. Can They Network?
Networking is a skill that takes work to teach. It is an essential sales personality trait.
Networking is another skill that a salesperson needs to possess. Networking allows a salesperson to connect with other sales associates and learn the tricks and tips that are helping them close sales deals. It also has the obvious benefit of bringing in new clients.
SDRs need to know events to draw in the most significant potential clients’ crowd. These events are where they can connect, network, and potentially bring in clients.
10. Can They Think Out of the Box?
A little out-of-the-box thinking can turn the fate of a sales call.
Your salesperson needs to have a creative mind. Every client is unique – this means the solution to their problems will also be unique. It takes a thoughtful and creative sales mind to understand a client’s unique requirements and truly help them. A salesperson needs to know creative and innovative ways to help a client.
11. Are They Focused?
Sales reps should be focused only on one thing which is achieving sales quota.
They should not get distracted by any emails or instant messages. They are neither worried about any kind of office gossip.
They understand what needs to be done to succeed and set their goals accordingly. They have their day perfectly planned and deep focus on all aspects of their work.
12. Are They Passionate?
The salesperson should not sound despised while making a sales pitch, the prospect would be able to sense it and may be reluctant or less likely to acquire the product/service.
Salespeople, who show passion and enthusiasm towards their job, have a higher chance of receiving positive responses towards their offerings.
Detailed Traits Evaluation Techniques
Sales Development Leaders can use the following techniques to assess personality traits effectively during the hiring process:
Psychometric Tests
Use tools like the Myers-Briggs Type Indicator (MBTI), DiSC, or Big Five Personality Tests to evaluate traits like extroversion, resilience, and adaptability. These tests provide measurable insights into a candidate’s personality, helping leaders understand their compatibility with the sales role.
Behavioral Interview Questions
Frame questions that probe past experiences to predict future behavior. For instance:
“Can you share an instance where you turned a ‘no’ into a ‘yes’ during a sales process?”
“How do you prioritize tasks when dealing with multiple clients simultaneously?”
These questions uncover the candidate’s problem-solving skills, resilience, and multitasking ability.
Role-Playing Exercises
Simulate real-world sales scenarios where candidates must handle objections, close a sale, or navigate a challenging client interaction. This exercise helps assess traits like creativity, calmness under pressure, and their ability to empathize with the client.
Cultural Fit Assessments
Conduct discussions or group exercises to evaluate a candidate’s multicultural awareness and adaptability. Include scenarios involving diverse clients to test their respect for and understanding of different cultures.
Networking Challenges
Provide opportunities to showcase networking skills by asking candidates to engage with a panel or group. Observe how well they establish rapport, maintain conversations, and build connections.
Stress Simulations
Present high-pressure situations and observe how candidates remain calm under pressure. Ask them to devise solutions to hypothetical crises, such as a lost client or an urgent last-minute sales pitch.
These evaluation techniques ensure that recruiters assess not just technical skills but also the soft skills and personality traits essential for a successful sales representative.
Key Differences Between Online and Offline Sales Personality Traits
While the core skills required for sales remain similar, the way traits like networking and calmness under pressure manifest can differ significantly between online and offline environments.
Networking
Online Sales: Networking often happens through digital platforms like LinkedIn or email. Building rapport relies heavily on written communication skills, tone, and the ability to personalize messages effectively. A strong digital presence and tech-savviness are crucial.
Offline Sales: In-person networking emphasizes body language, immediate responses, and charisma. Sales reps must excel in face-to-face interactions, maintain eye contact, and leverage physical presence to build trust.
Calmness Under Pressure
Online Sales: Pressure often arises from handling high volumes of inquiries, meeting tight deadlines, or navigating technical glitches during virtual meetings. Calmness manifests as quick adaptability to tech issues and maintaining professionalism in written communication.
Offline Sales: The ability to stay composed is tested in live interactions, such as during tough negotiations, unexpected client objections, or high-stakes presentations. Sales reps must think on their feet while maintaining a reassuring demeanor.
Challenges in Finding Ideal Sales Talent
Hiring the right sales talent is crucial, but it often comes with several challenges. Here are some common obstacles that recruiters face when searching for ideal sales representatives, along with strategies to overcome them:
Identifying the Right Personality Fit
Challenge: It’s difficult to assess intangible qualities like resilience, empathy, and passion through resumes or interviews alone.
Solution: Use psychometric tests and behavioral interview questions to gain deeper insights into a candidate’s personality. Role-playing exercises and scenario-based interviews can also help assess how candidates react in real sales situations.
Balancing Experience with Potential
Challenge: Experienced salespeople often come with higher expectations regarding salary and job roles, while inexperienced candidates might lack the practical skills needed to close deals effectively.
Solution: Look for candidates who demonstrate strong potential through traits like adaptability and a willingness to learn. Invest in training programs to shape them into top performers.
Cultural Fit and Adaptability
Challenge: Salespeople who are successful in one company’s culture may not always adapt well to another.
Solution: During the interview process, assess candidates’ ability to adapt to different environments and align with your company’s values. Ask situational questions to evaluate their flexibility and approach to change.
Sourcing Top Talent in a Competitive Market
Challenge: The sales talent market is highly competitive, and it can be challenging to attract and retain the best candidates.
Solution: Build a strong employer brand and offer attractive benefits. Engage with potential candidates early through networking, social media, and attending industry events to establish a talent pipeline.
By recognizing and addressing these challenges, sales recruiters can streamline the hiring process and find the ideal talent to boost their team’s performance.
Where to Find Your Next Sales Representative?
According to Harvard Business Review, poor hiring decisions account for over 80 percent of employee churn.
The quality or level of experience of a salesperson might differ depending on the product your organization is selling. Salespersons for online product sales are the easiest to recruit because almost all profiles can sell online products.
To find the perfect salesperson for your business, let’s first examine where to find them.
- Organise College Seminars
College students are –
a) highly educated
b) know a lot about socializing with people.
These two are top qualities when it comes to choosing a salesperson. College students are also hungry for opportunities to prove themselves. Sales have a competitive edge that allows college students to bring out the finest in themselves.
Organizing college seminars allows sales development leaders to meet the students and hire them based on their personalities.
- Social Media
Did you know that there were more than 4.8 billion social media users worldwide in April 2023?
This figure equates to almost 59 percent of the total population! This means social media is the best place to find your next salesperson! Not only is social media a great platform to recruit your next salesperson, but it is also an excellent place to find new clients. After all, 75 percent of B2B buyers are influenced by social media when making the next sales decision.
- Referrals from Existing Sales Reps
Your existing salesperson might already have someone in mind.
Maintaining close relationships with SDRs will give you an insider’s perspective on the next salesperson you might hire. Your SDR already knows this new recruit, so they can vouch for them. This is a fantastic way to recruit your next salesperson.
- Job Post Websites
There is not enough use of job recruiting websites, as apparent as it may sound.
Websites like LinkedIn, Glassdoor, Xing and Kakaotalk are a gold mine of potential SDRs. You have to make the offer sound attractive to them. LinkedIn is the third most visited social media site after Facebook and Instagram. Is it why the job search market is shifting online? With job postings, you could also specify the qualities you are looking for in your potential recruit.
Make good use of this resource while recruiting your next salesperson.
The Impact of Sales Personality Traits on Long-Term Client Retention
The personality traits that make a sales representative successful in closing deals also play a crucial role in ensuring long-term client retention. Here’s how specific traits contribute to building and maintaining lasting relationships with clients:
Empathy
Empathy allows salespeople to understand the unique needs and pain points of their clients. By actively listening and addressing these concerns, empathetic salespeople can build strong trust and rapport, creating a foundation for long-term relationships. Clients feel valued and understood, leading to greater loyalty and repeat business.
Adaptability
In sales, the market and client needs are constantly evolving. Adaptable salespeople are quick to adjust their approach, offer tailored solutions, and stay ahead of industry trends. This responsiveness fosters ongoing partnerships, as clients appreciate a salesperson who can pivot with changing demands and provide continuous value.
Integrity
Integrity is key to maintaining client trust over the long haul. Sales representatives who are honest, transparent, and consistent in their dealings inspire confidence in their clients. By delivering on promises and ensuring clients always have accurate information, integrity builds credibility and secures long-term client retention.
Persistence
Persistence, when applied thoughtfully, ensures that salespeople stay engaged with clients even after the deal is closed. A persistent salesperson will follow up with clients, check on their satisfaction, and offer further assistance when needed, preventing clients from feeling neglected and fostering ongoing loyalty.
Patience
Patience is essential for sales representatives, especially in long sales cycles or industries that require a consultative approach. Clients appreciate salespeople who take the time to understand their needs and offer thoughtful, measured solutions. This patience not only helps close the sale but also lays the groundwork for a strong, long-lasting relationship.
Emotional Intelligence
Emotional intelligence helps salespeople manage their emotions and respond appropriately to clients’ emotions, leading to better communication and conflict resolution. Sales representatives with high emotional intelligence are able to navigate difficult conversations, repair any misunderstandings, and maintain positive, lasting client relationships.
Concluding sales personality traits
Henry Banks once said, “A salesman minus enthusiasm is just another clerk.”
There is much truth to this statement. A salesperson without the appropriate soft skills will never be able to foster the connections required to close a sale. First and foremost, a client is a person. They seek adoration, respect, and human connection.
It takes a unique personality to tap into this innate human need for connection.
The outcome of a sale is often contingent on the sales reps attitude, not the clients. A sales leader or recruiter should take the time and effort in their recruiting process to find the right SDR that embodies all the above-mentioned personality traits and then train them in the art of sales.
Sales personality traits: F.A.Q.s
What are the 4 personality traits sales?
The four key personality traits of successful salespeople are empathy, adaptability, integrity, and persistence. These traits help build strong client relationships, foster trust, and drive consistent sales performance.
What are the 5 qualities of a salesperson?
The five essential qualities of a great salesperson include communication skills, active listening, empathy, problem-solving abilities, and resilience. These qualities help salespeople connect with prospects, understand their needs, and close deals effectively.
What personality is good for sales?
A successful salesperson typically possesses a dynamic and outgoing personality, combined with traits like empathy, confidence, and adaptability. These characteristics enable salespeople to build rapport, understand customer needs, and respond to challenges effectively.
What is a sales personality?
A sales personality is a combination of traits that help an individual connect with prospects, understand their needs, and close deals. Key traits include strong communication skills, empathy, confidence, and problem-solving abilities, which are crucial for success in sales.
How to develop your personality?
To develop your personality for sales, focus on building emotional intelligence, enhancing communication skills, practicing active listening, and staying resilient in the face of rejection. Regular self-reflection and seeking feedback can also help improve interpersonal skills and adapt to diverse clients.
Who is an ideal salesperson?
An ideal salesperson is someone who possesses a combination of empathy, persistence, problem-solving abilities, and adaptability. They are skilled at listening to client needs, providing valuable solutions, and building long-term relationships, ensuring consistent sales success.
How do you develop personalities?
To develop a sales-oriented personality, focus on enhancing core traits like confidence, empathy, and adaptability. Engage in continuous self-improvement by taking part in role-playing exercises, seeking feedback, and practicing active listening to refine your communication skills.
