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 Channel Futures

Sales & Marketing


Great Sales People’s Single Common Trait

  • Written by Jessica Davis 1
  • April 22, 2013
Can you identify a great sales person from a whole pack of applicants? New research shows that an outgoing personality isn't the single measure of success.

Can you identify a great sales person from a whole pack of applicants? Maybe you look at their past accomplishments, the way they use LinkedIn, their way with people or whether they seem to have an outgoing personality. You’ll check their resume and their references. Of course their phone calls to you, their job interview and the way they present themselves is critical.  But none of these describes the single trait that successful sales people share. Read on to get the scoop.

First, some background. Several new initiatives are using Big Data to do a gut check for HR purposes. They are identifying the traits of employees who are very successful in their jobs. The results of the data analytics are sometimes very different from the conventional wisdom and traditional practices followed by HR and hiring managers, according to this report in the New York Times.

Sales Reps Single Most Important Trait

For instance, an outgoing personality has been assumed to be the defining trait of successful sales people, Tim Geisart, chief marketing officer for IBM’s Kenexa unit, told the NYT (NYSE:IBM). But that’s not what the data shows. According to Kenexa’s research which is based on millions of worker surveys, tests and manager assessments, the most important characteristic for sales success is emotional courage or a persistence to keep going even after initially being told no.

(IBM acquired Kenexa last year for $1.3 billion. The company does recruiting, hiring and training, as well as surveys and assessments of job applicants, employees and managers. It is one of several companies identified as specializing in Big Data analysis for human resources and productivity optimization purposes.)

The following provides a quick look at some other interesting misconceptions and data points about finding the right employees that were provided by the report:

  • In call center environments, the quality of the supervisor is more important than the skills of the workers themselves
  • An applicant’s work history (job hopping, a period of unemployment) is no indication of the worker’s future performance
  • Google has found that the most innovative workers (also the happiest by the company’s definition) are those with a strong sense of mission about their work who also feel they have a great deal of personal autonomy
  • Google has abandoned screening by SAT scores and college grade-point averages — metrics initially favored by its founders
Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Sales & Marketing

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2 comments

  1. Avatar Ron Cohen April 22, 2013 @ 4:32 pm
    Reply

    One my my favorite quotes of
    One my my favorite quotes of all time – ”Nothing in the world can take the place of Persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan ‘Press On’ has solved and always will solve the problems of the human race.” –Calvin Coolidge

  2. Avatar joepan April 26, 2013 @ 1:56 pm
    Reply

    Ron: Or as Woody Allen said
    Ron: Or as Woody Allen said — “80% of success is just showing up.”

    Keep showing up (persistence) and you’re bound to succeed.
    -jp

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