Over the past 30 years I have observed and coached very successful B2B salespeople. Here are my observations on what characteristics, or competence, a world class B2B salesperson has to have to consistently win and exceed sales revenue targets.

At Maxwell Leadership, we believe that leadership is influence—nothing more, nothing less. If you don’t have a positive influence on your customers, your effectiveness as a salesperson and your development as a trusted salesperson will be diminished. Demonstrating integrity with your customers is a competitive advantage. Customers want to deal with salespeople they can trust.

Over the past 30 years I have observed and coached very successful B2B salespeople. Here are my observations on what characteristics, or competence, a world class B2B salesperson has to have to consistently win and exceed sales revenue targets.