To be good at sales, you have to be an extroverted people person, right? Wrong.
When I decided I wanted to go into sales, everyone said I’d be great. They thought I’d be a natural based on the following three factors:
- I was outgoing,
- I had a big personality, and
- I was a people person.
Back in the day, this was the common way of thinking about the ideal sales person.
What I quickly learned is that it is not true. Sales is a skill. It’s much more about your skills and determination than it is about personality. Do you ask the right questions? Are you thoughtful? How do you position yourself and how do you represent your company?
In my opinion, the best sales people are hardworking, full of passion and grit and are always about helping each customer find the best solution for their needs. Hiring for sales is not a personality test.
If you’re a sales leader and looking for candidates, don’t get hung up on personality. Dig deeper into specific traits:
- Candidate’s background
- Track record of success
- How they handle rejection, and
- Ability to communicate in a thoughtful and productive manner-both internally and to clients.
These are the things that make up a great salesperson!