In my role as a Sales Leader, I get to interact with our employees, customers and partners on a regular basis. I also get asked frequently to be on an interview panel to vet out potential candidates for sales or leadership roles. I have a hard time saying no because I know that “hiring well” is one of the most important things that any leader is tasked with. As a dear friend of mine in Atlanta reminded me recently, “firing quickly” is also a close 2^nd to hiring well. However, I will save the firing rant for another blog. J

When I am interviewing candidates, I generally try to split our allotted time in half. I will ask questions of them for the first half, and then I will turn the mic over to them and allow them to ask me questions for the 2^nd half. It has been my experience that the best candidates are interviewing you and the company just as diligently as you are interviewing them. One of the better questions I have fielded from candidates came up in a casual conversation with a partner last week. He asked me “what are the 3 top traits that make the greatest sales people?” Pondering that question gave me an idea. Why not ask some of my favorite sales leaders and sellers that question and see where the similarities intersect. Besides, I need to learn how to be a better listener anyway. At least that’s what my wife reminds me. <grin>

A trait that was relayed to me by many of those I asked was PASSION. Passion drives a great sales person to do what’s right by their customer first, their company second, and themselves third. I have seen that drawn many times in a pyramid. Putting yourself at the bottom of that pyramid creates an environment for constant focus on the customers success. That insatiable focus on the customer is one of the foundational pillars for the company that I have called “home” for the past 22 years. The legendary sales people that create unparalleled business value for their customers have a burning fire in their gut. The best sales leaders recognize that early on and throw gas on that fire. Nothing elates a passionate sales person more than to help a customer transform her business.

A second trait that sets great sales people apart is the focus on setting Big Hairy Audacious Goals. We call them BHAGs. The first time you verbalize the BHAG, if it truly IS Big enough, has enough Hair on it, is really…and I mean REALLY AUDACIOUS…the feeling that you should get and the voice that you should hear in your head is “did I really just say that out LOUD???” You should then promptly proceed outdoors or find the nearest trashcan so that you can throw up in it. The best of the best are not afraid of making or intimidated by creating and chasing big audacious goals. Their “moonshot” thinking and mentality is infectious and attracts people to want to work with them. Setting and achieving goals is paramount to any successful sales career. However, crushing a BHAG can change a salespersons career trajectory.

The third trait that came up time and time again was the salesperson that becomes a student of their customers business. These lifelong learners have a way of teaching their customers something about their business that they did not know themselves. They study the quarterly and annual reports of their customers, (especially section 6 – MD&A), they buy stock in their customers company and attend the annual shareholders meeting. Where else are you as a salesperson going to get the opportunity to hear the CEO of your account tell the shareholders what the 12 to 24-month vision is for the company? The sales people that embody this trait, are generally not viewed as “sellers” by their customer. They are viewed as consultants, advisors and confidants.

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