When asked about the DNA of a successful sales professional, Rob Hall, Sales Manager at The Health Insurance Group, shared his insight - making sure to highlight a few hints he thinks sales people forget to consider.
Core skills needed
"Being personable is very important" says Rob. "I know that sounds simple, but every day you are working with people and influencing their buying decisions, if you are not personable why would they want to work with you, much less trust your advice?"
Good communication skills, having initiative and being commercially astute are also extremely important.
Be goal driven
"I cannot stress this enough, be goal driven" Rob continues.
Set goals and be persistent in achieving them. Sales environments are usually results-driven, and the more you push yourself to hit these goals the more your career will flourish. This tenacity will help you show proven target achievement, continually grow your sphere of influence, and progress within your career.
Customer focus is key
Set goals and be persistent in achieving them. Sales environments are usually results-driven, and the more you push yourself to hit these goals the more your career will flourish.
"A great sales person will focus on their customers and provide them with specific value propositions in their sales pitch. This is something many sales people forget to do, especially when they get busy or have strenuous targets to hit" Rob continues.
By listening to your customers' needs you are more likely to really find the product or tool that can be most useful to them. Make sure to give them targeted examples of how it will help benefit their business.
Do not be afraid to suggest alternative options
"The best sales professionals can be creative and innovative in finding solutions to their customers' problems."
Come up with several options and adapt them to fit your customers' needs. If you are flexible, customers will be more likely to reach out to you next time, and you can build long-term relationships.
Take every opportunity to gain experience
"Sometimes sales professionals can get stuck in a rut, especially working for a company or selling a product they know well. When this happens their careers can become stagnate" Rob adds. "If given an opportunity to increase your territory, take a secondment to a different country or add to your portfolio of products, do it."
As the global markets continue to see sustained growth, companies are looking for senior and executive sales professionals that are able to work in varying environments. This experience can help propel your career.