As a recruiter with 15 years of experience in the sales recruitment sector, I have learnt a tremendous amount about what makes a great salesperson.
I have meet with, interviewed, placed, and built long standing friendships with Salespeople who have sold in every industry imaginable. And it is fair to say that I have seen the good, the bad and the ugly.
A Bell Curve is probably a good tool at this stage to point out the quality of most Sales Rep, with most being decidedly average, too many being very poor and a very small percentage being exceptional.
Most Sales Rep’s are treading water and economic down turns usually clears them out of the industry, and back into Customer Support or Account Management (Order Taking).
Everything that needs to be said about what it takes to be good at Sales has been said a million times already on LinkedIn; what I would like to add is that the top 15% of Sales Rep’s need to be better understood and appreciated.
Selling is not easy and getting back up on the horse after constant rejection can wear the best of use down; but what distinguishes the top 15% is that not only do they have the “smarts” (Intelligence, EQ Etc) and work ethos to plough on, they have the two other key traits of the best Sales People.
Honesty & Loyalty as bed rocks of Sales:
Honesty and loyalty are the foundations of sales. To be a successful salesperson, these two values must be present.
Honesty is essential to sales. Customers need to be able to trust that the salesperson is providing them with accurate information and that the products being sold are of good quality. Honesty also builds trust and relationships which are essential in sales.
Loyalty is also key in sales. Customers need to know that the salesperson is looking out for their best interests. Loyalty also helps to build relationships and create repeat customers.
By having honesty and loyalty as the foundation of sales, it can help to ensure a successful sales career. It is important to remember that customers are the most important part of sales and having honesty and loyalty will help to build strong relationships.
At ISS Ltd I work with a range of Medical Device and Pharma companies and there is no room for hustlers, grifters and unethical sales practices.
If you want to get into this business remember that Honesty and Loyalty can take a lifetime to earn but a second to lose.
I am interested to hear your thought, please feel free to comment below.
Patrick Fitzmaurice
HR & Recruitment Director ISS Ltd
p.fitzmaurice@independentsearchsolutions.com
Mobile: 00353 (0) 87 25 35 247
www.independentsearchsolutions.com
