What are the Qualities of a Successful World Class Salesperson - Insights from Four Global Sales Leaders

By Michael J Griffin and ChatGPT

6 minute read

Experimenting with ChatGPT has led me to compile what are the skills, attitudes, and traits of successful salespeople. Here are the 4 world-class leaders in sales productivity that I respect and have learned from during my global career as a global salesperson: Zig Ziglar, Jeffrey Gitomer, AchieveGlobal, and Harvard Business Review. Each sales expert lists out 5-6 key attributes that lead to sales success. As you read them, identify which ones are important for you and your sales team as well as the consistencies that are found across all 4 experts. Thank you ChatGPT for assisting in this compilation!

Zig Ziglar, the grandfather of modern sales training, believed that a great salesperson is one who possesses a combination of certain personal qualities, skills, and habits. According to Ziglar, here are some key traits and behaviors that make a great salesperson:

1. Positive Attitude: A great salesperson has a positive attitude and a strong belief in their product or service. They see obstacles as opportunities and never give up easily.

2. Good Communication Skills: A great salesperson is an excellent communicator who can articulate the benefits of their product or service clearly and persuasively. They listen attentively to their customers' needs and respond appropriately.

3. Passion: A great salesperson is passionate about what they do and the product or service they sell. They convey that passion to their customers, which helps build trust and confidence in the product.

4. Persistence: A great salesperson is persistent and determined to make a sale, but they do so in a respectful and professional manner. They are not pushy or aggressive, but rather they stay committed to helping the customer find a solution that meets their needs.

5. Honesty and Integrity: A great salesperson operates with honesty and integrity, putting the customer's needs first. They build trust with their customers by being transparent and truthful about their products or service. Integrity is a competitive advantage.

Zig Ziglar believed that great salespeople are not born but made, you can become a great salesperson by developing these key traits and behaviors.

Jeffrey Gitomer is a well-known author, speaker on selling. He has written extensively on what it takes to be a successful salesperson. According to Gitomer, some of the key traits and characteristics that make a great salesperson include:

1. Positive Attitude: A great salesperson has a can-do attitude and a positive outlook on life. They are optimistic, enthusiastic, and energetic, and they radiate confidence and optimism.

2. Empathy: A great salesperson is able to understand and relate to their customers' needs and emotions. They are empathetic and compassionate, and they know how to build rapport and establish trust with their customers.

3. Persistence: A great salesperson doesn't give up easily. They are tenacious and determined, and they keep pushing forward even in the face of rejection and setbacks.

4. Preparation: A great salesperson is well-prepared and knows their product or service inside and out. They do their research, anticipate objections, and have a plan for every step of the sales process.

5. Listening skills: A great salesperson is an active listener. They pay attention to what their customers are saying and ask thoughtful questions to gain a deeper understanding of their needs and concerns.

6. Adaptability: A great salesperson is flexible and adaptable. They are able to adjust their approach and communication to different customers and situations, and they are open to feedback and new ideas.

Gitomer believes that a great salesperson is someone who is passionate about what they do, genuinely cares about their customers, and is committed to continuous learning and improvement.

AchieveGlobal, a global sales training and consulting firm (now absorbed by Korn Ferry), has identified several key traits and characteristics that make a world-class salesperson. These include:

1. A Customer-centric Focus: World-class salespeople are focused on providing value to their customers and meeting their needs. They take a consultative approach to selling, listening carefully to their customers and understanding their challenges and objectives.

2. Excellent Communication Skills: World-class salespeople are skilled communicators, both verbally and in writing. They are able to articulate their ideas clearly and concisely, and they are adept at building rapport and establishing trust with their customers.

3. A Results-oriented Mindset: World-class salespeople are driven by results and are focused on achieving their sales goals. They are disciplined and organized, and they have a strategic approach to selling that allows them to prioritize their activities and optimize their time for themselves and their customers.

4. Strong Business Acumen: World-class salespeople have a deep understanding of their industry, their market, and their customers. They are knowledgeable about the products and services they sell, as well as the competitive landscape and industry trends.

5. Emotional Intelligence: World-class salespeople have a high degree of emotional intelligence, which allows them to understand and manage their own emotions, as well as those of their customers. They are able to adapt to different personalities and communication styles, and they are skilled at resolving conflicts and building relationships that solve customer problems.

AchieveGlobal believes that world-class salespeople are those who have a strong combination of technical and interpersonal skills, a customer-centric focus, and a results-driven mindset. They are committed to continuous learning and development, and they strive to build long-term relationships with their customers based on trust and mutual respect.

Harvard Business Review has published several articles on what it takes to be a world-class salesperson. Some of the key traits and characteristics they have identified from their research:

1. Strategic Thinking: World-class salespeople have a strategic approach to selling, focusing on the long-term objectives of their customers and identifying ways to add value and build relationships over time.

2. Active Listening: World-class salespeople are skilled at active listening, paying attention to the needs, concerns, and preferences of their customers. They ask open-ended questions and seek to understand their customers' goals and challenges.

3. Consultative Selling: World-class salespeople take a consultative approach to selling, acting as trusted advisors and providing solutions that meet their customers' unique needs. They are knowledgeable about their products and services, but they also have a deep understanding of their customers' industries, competitors, and challenges.

4. Relationship building: World-class salespeople are skilled at building strong, long-lasting relationships with their customers. They are focused on building trust and credibility, and they prioritize the needs and goals of their customers over their own.

5. Resilience: World-class salespeople are able to bounce back from rejection and setbacks, maintaining a positive attitude and staying focused on their goals. They are persistent, determined, and able to overcome obstacles and challenges.

Harvard Business Review emphasizes the importance of empathy, emotional intelligence, and a customer-centric focus in world-class salespeople. They believe that the best salespeople are those who are able to build deep, meaningful relationships with their customers and provide solutions that meet their unique needs and challenges.

This 4 expert overview has that we need to hire salespeople for integrity, a positive attitude, resilience, and a helpful customer-centric focus linked to strong emotional intelligence. Then after hiring, coach and train salespeople to exceed sales targets with solid communication and persuasion skills, product knowledge, self-leadership on sales preparation.

What about your sales organization? What traits and skills do you require in your salespeople that are confirmed by this research? Do they align with your sales hiring, training, and development?

Hope you are having a good 1st quarter exceeding plan!

Michael J Griffin
Founder CEO of ELAvate
Global Sales Productivity Coach
michael.griffin@elavateglobal.com