Over the past decade, Prof. Steve W. Martin has interviewed thousands of top business-to-business salespeople who sell for some of the world’s leading companies. The findings indicate that key personality traits directly influence top performers’ selling style and ultimately their success. The are:
- Modesty. Contrary to conventional stereotypes that successful salespeople are pushy and egotistical, 91 percent of top salespeople had medium to high scores of modesty and humility.
- Conscientiousness. Eighty-five percent of top salespeople had high levels of conscientiousness .
- Achievement Orientation. Eighty-four percent of the top performers are fixated on achieving goals and continuously measure their performance in comparison to their goals.
- Curiosity. Top salespeople are naturally more curious than their lesser performing counterparts.
- Lack of Gregariousness. Overall, top performers averaged 30 percent lower gregariousness than below average performers.
- Less than 10 percent of top salespeople were classified as having high levels of discouragement and being frequently overwhelmed with sadness
- Less than five percent of top performers had high levels of self-consciousness.
The evidence suggests that the personalities of these truly great salespeople play a critical role in determining their success.(See the full article here)