Is the successful salesperson made or born?

Many times when we think of a salesperson, our mind brings up images of being locked in an office at the car dealership or captive in a timeshare presentation. But not all sales jobs are like this. It is true that it takes a certain type of personality to be successful in sales. A career in sales can offer you the opportunity to earn an above-average income and unlimited potential for growth.

When I specialized in marketing many years ago, we were taught that everyone is selling something to someone all the time. You can have the best product in the world, but nothing happens until someone sells it. As people, we are always selling ourselves to others. I think one of the main things it takes to be successful in sales is a love of people. A salesperson is always out there, always meeting people and always networking. So what does it take to be successful in sales?

A salesperson must have a positive attitude. Sales probably more than any other occupation involves rejection. With most products, you need to ask a certain number of people to buy before the sale takes place. Years ago when I sold life insurance, I finally found out what my sales rate was. I had to ask about 10 people, in other words get 10 no, before someone agreed to make an appointment with me. You have to have a positive attitude to digest so much rejection day after day.

A salesperson must have a plan. There are some jobs you can do that don’t require a lot of planning. But when you ask someone to spend their hard-earned money, you have to have a formula. You need training, sales materials, a presentation, and a system. Some companies provide leads or territories, but typically most sellers are responsible for locating their own leads. Sometimes people in sales have a hard time managing their time. Particularly those who are out of the office all day. A successful salesperson must be able to manage their time. Having a plan is the best way to do this.

A salesperson must be committed to your success. It has long been debated whether a seller is made or born. My opinion is that you are born with a certain type of personality and certain types do better in sales. Usually the most outgoing person ends up in sales, but it really depends on the product they sell. An introvert can become more outgoing and be successful in sales. But it may be more difficult for them. To be successful in sales, a person must be willing to learn all about the product they are selling, sales techniques, and how to get along with others. This can take time. It takes 10 years to become a doctor, 5 years to become a lawyer, and 1000 hours to become a barber. Often times, those in sales give up after a few weeks or months, before they have had time to learn what it takes to be successful.

A salesperson must be willing to keep learning and growing. Sellers are generally expected to know your products and your company. They must be aware of what is happening as products and situations change. Because they have so much contact with people, they need to be aware of what is going on around them. Herbert Hoover said that “the super wise man learns from the experience of others.” The best salespeople attend meetings, read books, and mingle with other sales professionals.

A salesperson must know how to set goals. Some jobs happen regardless of whether you do something or not. But sales don’t just happen. You have to make them happen. It is critical that a salesperson knows how many sales they need to make to meet their quota, how much money they need to make to maintain their lifestyle, and what they need to do to make this happen. The best way to do this is to set daily, weekly, or monthly goals.

A salesperson must be enthusiastic about your product. It’s hard to sell something you don’t believe in. When you really believe in something, the other person can see and feel your passion. If you don’t like the product or the company, the sale will be more difficult. It has been said that nothing great was accomplished without enthusiasm.

A salesperson must work hard and smart. Sales jobs are not easy. It takes a lot of work to be successful. But working hard is not enough. One must also work smartly by managing time and resources well, being disciplined, and following the example of others who have been successful. When I was in sales we followed the “and something else” principle. Not only did I do my best, I did my best and something else. At the end of the day, when I was ready to go home, I would make one more sales call. Often that call would be the one that resulted in a sale. By putting in a little more time and effort, you could go from average salesperson to best seller.

All of the above tips have little to do with age, education, background, marital status, or gender. Some types of sales require specialized education or training, but not all. For the most part, sales success is determined by the individual, by their attitude. Anyone can be successful as a salesperson, if they want it bad enough.