Even the most successful salespeople have a hard time explaining why they’re superstars. They might say it’s because they’re friendly or just a “people person.” While that’s probably true, it’s not the major factor in driving their long-term sales success.
Science tells us that people are generally pretty terrible at accurately judging their own personalities. So instead of just asking people, we use research and tech tools to reveal the real reasons behind their success in certain careers.
Sales success, it turns out, comes from the following 7 personality factors.
A conscientious salesperson keeps track of details, has good follow-up with clients, and takes their job very seriously. Conscientiousness ranked in the top tier of personality traits found among a group of 1,000 top salespeople. The study found that 85% of top sellers had very high levels of conscientiousness.
Why is this so important? Well, the opposite of conscientiousness - being unreliable and prone to blaming others - is a terrible fit for the sales role, due to its high degree of autonomy.
Here’s a great example of something you just can’t teach: curiosity. If someone isn’t curious about your business and their clients, they’re never going to be one of your top sellers. Curiosity is a personality trait that exists - or doesn’t exist - inside each person.
As Hubspot points out, the sales role requires a high level of question-asking and problem solving. Someone who lacks curiosity will see this as a chore, rather than a natural part of the sales process.
Children are generally unselfconscious in a way adults find adorable. Think of how a child expresses outright joy about a birthday gift or delicious candy.
Great salespeople also have a lack of self-consciousness about their words and actions. They’re not easily embarrassed. When a client asks a tough question or turns them down, they don’t take it personally.
This is actually a rare characteristic in adults, so finding unselfconsciousness may take a good personality assessment and in-depth interview process.
You want salespeople who will do anything for a sale … well, almost anything. Your company can’t afford to hire sales reps who will sacrifice ethics for dollars.
Imagine that your newest salesperson is tempted to lie about deals in order to boost their first month’s numbers, or give their friends big discounts just to look like a sales star. These unethical behaviors will come back to bite them— and your company—down the line.
That’s why trustworthiness is another crucial personality trait for sales. A good background check can help by uncovering convictions for theft, fraud, and so forth. A personality assessment can also reveal the personality factors of being trustworthy.
Salespeople aren’t necessarily known for their modesty, but it’s actually one of the top personality traits among the world’s best sellers. In one study, 91% had medium-to-high scores for modesty and humility. Customers, it seems, prefer down-to-earth people without a lot of bravado.
Traditional interviews are terrible at showing whether someone is modest. Think about it: an interview sets you up to brag about yourself way more than you usually do.
Modesty is easier to measure in a nontraditional interview setting that reveals the candidate’s hidden personality. Ask questions about their last boss, their coworkers, and their own success. If their replies seem confident but modest, you may be looking at your next top salesperson.
Sales comes with a lot of rejection. If a salesperson can’t bounce back, they’re sunk. Look for people with a high level of resilience.
How do you know if candidates have this trait? Here are a few indicators:
Finally, a great salesperson must be teachable. You’ll need to give them training on your company’s practices and products. The must be able to accept new ideas with a positive attitude.
There are many personality traits that impede coachability. If you come across the following characteristics, they’re probably not a good fit for sales: inflexibility, stubbornness, defensiveness.
Keep coachability in mind in terms of technology, too. Someone who refuses to learn new computer systems and tech tools is unlikely to succeed in the ever-evolving world of sales.
Your next top rep is out there. Find them with GoGig, the innovative personality-matching platform.