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Top 10 Characteristics of Successful Sales Professionals By Bob Urichuck

Success means different things to different people. But let’s look at sales professionals. What would you say are the top 10 characteristics of successful sales professionals?

To a salesperson, it could be a major client acquisition, qualifying for an incentive, making a predetermined annual income or commission, being recognized at the annual sales conference as salesperson or team player of the year, or simply meeting quota and maintaining a job.

Each of us has different desires. The key is to determine what your desires are in sales and make it a goal to accomplish them. Success is the realization of a worthy goal or desire.

To be successful does not mean that you have to be the best or the highest producer or win the #1 spot on your team. Success is not out there. Success is internal and means whatever you want it to mean for you. What would it take for you to define yourself as a successful sales professional?

What makes a successful sales professional? Obviously, it is achieving their goals but what are your goals? What are your inner most personal goals?

Let’s take a close look at the characteristics of successful sales people. What are the top 10 characteristics of a successful sales professional?

Over the years I have heard all kinds of responses. If I told you the top ten responses, will it affect your choices and what you write down?

Take the time and write out ten characteristics of a successful sales professional based on what you have witnessed or desired for yourself.

Review your list. How many of these characteristics do you possess? How many of them do you want to possess? What must you do to possess them all?

My intention is to help you discover things for yourself. This method of learning will make a difference. Go ahead; write out your list now.


(Note: those ten numbers directly above are blank so you can write your own list. Do that now.)

I hear the following characteristics on an ongoing basis: goal driven, focused, good communicator – asks many questions and listens well, organized, follows through, persistent, patient, honest, trustworthy, professional at all times, good presenter, dresses well, cares, problem solver, results-oriented, doesn’t take rejection personally, enthusiastic and passionate about their profession, their product or service, and the organization they represent.

Identify the characteristics that you possess and the ones that require improvement. Each month focus on one of those characteristics that you need to work on until you have mastered that characteristic. In no time you will possess the top ten characteristics of a successful sales professional and you will succeed in all that you do.
Bob Urichuck is an International Professional Speaker, Trainer and founder of the “Buyer Focused” Velocity Selling System and the Author of two best selling books “Up Your Bottom Line” and “Disciplined for Life: You are the Author of Your Future.” You can visit him at www.BobU.com

-take a moment to share your thoughts on what you believe to be the most important characteristics a sales professional must have in the comments below.