CrossRoads Workforce Dynamics -- Results

Shared Qualities of Top Sellers

The Harvard Business School did a study to determine the common characteristics of top salespeople. The evidence they found is clear that most people can be top sellers if they are willing to study, concentrate and focus on their performance. Here are the attributes the study found in highly successful sales people:

Did not take "no" personally and allow it to make them feel like a failure. They have high enough levels of confidence or self-esteem so that, although they may be disappointed, they are not devastated.

Take 100 percent of responsibility for results. They didn't blame the economy, the competition or their company for dips in closings. Instead, the worse things were, the harder they worked to make negatives work to their advantage.

Above average ambition and desire to succeed. This is a key area because it affected priorities and how they spent their time on and off the job, with whom they associated, etc.

High levels of empathy. The ability to put themselves in the customer's shoes, imagine needs and concerns and respond appropriately was a habit.

Intensely goal-oriented. Always knowing what they were going after and how much progress they were making kept distractions from sidetracking them.

Above average will power and determination. No matter how tempted they were to give up, they persisted toward goals. Self-discipline was a key.

Impeccably honest with themselves and the customer. No matter that the temptation to fudge, these people resisted and gained ongoing trust of customers.

Ability to approach strangers even when it is uncomfortable.