The 6 Top Qualities of a Successful Sales Representative

If you’ve ever been involved with sales, then you know that it’s not easy. Whether it’s selling shoes at a store or selling a new cloud system by phone, making that sale depends on many attributes, as knowledge and enthusiasm of the salesperson. To be honest, not everybody has those characteristics! Don’t you think? There is a saying that salesmen are born, not taught. Although there is some truth in that saying, is not completely accurate. Although we cannot deny the reality that there is natural talent involved, it is also true that people can learn these characteristics and be just as successful.

Successful selling is a result of skill and practice. Like all other skills, great selling techniques cannot be acquired in a few days. Acquiring killer sales skills requires time and dedication.  The most successful salespeople work incessantly toward improvement and grow incrementally with each sale.

Savvy sales representation is often the difference in a company that is growing and another one that is failing. Sales representatives don’t have to be perfect to succeed. With the right attitude, skills, and tools, nearly everyone can succeed in sales. As we said, there are certain qualities that a sales rep needs to develop to become truly great. Some are developed over time, and others are already there as part of the person’s personality.

This post outlines the characteristics that, when developed, can turn a good salesperson into a great salesperson.

These 6 top qualities are:

1. Passion

For us, the most important quality. One of the defining attributes of a salesperson, a real career professional, is their passion for what they do.

People who feel passion for sales love what they do. They love the thrill of the chase. They have a hunger for fame and fortune. They want to sell more and more. And they believe in their hearts that selling is the most rewarding professions out there. Passion gives the heightened level of energy which is required to do the same thing day in and day out.

Any successful sales professional will tell you that they are passionate about what they sell and the fact that they are selling. They are absolutely in love with it.

Passion cannot be taught. Fortunately, you can create an environment that motivates and instills passion, to create a successful sales representative. Create a great selling environment, providing reps with the tools they need, and offering the support to encourage a passionate mindset.

2. Initiative

Taking initiative means taking actions proactively. It means acting before it is necessary. It is what defines professionalism, especially in sales.

Sales reps don’t wait for orders. They’re go-getters and take matters into their own hands. Being disciplined like this helps salesmen to stay on track. If something must be sold, they look for a way to do it. The salesman will do what it takes to sell their products or services. Identifying the opportunities to do better and designing the plan to do so is a form of acting.

Another way to take the initiative is to do something that generates a response or outcome. This means thinking about what your industry does, redefining it, and doing something different. It means innovating.

One way to identify the areas where you might be able to gain the initiative is to make a list of all the things surrounding your business where your industry would say: “We don’t do that.”

3. Empathy

Having empathy means that you can put yourself in the shoes of another person, seeing the world through their eyes.

Empathy and compassion are prerequisites to great customer service. Empathetic salespeople listen intently to what affects people and provide them the complete liberty to express their concerns.

An empathetic sales professional tries to understand people by putting themselves in their shoes from a neutral perspective, without letting judgment or an ulterior motive guide them. This helps them understand people better and interact accordingly.

Empathy ’s a differentiator. Being empathetic will help you stand out from the other dozen salespeople that the prospect has met with. This is because you are showing them from the very beginning that you are here to help, not make a sale.

4. Goal-Oriented

Being goal-oriented means always have a specific objective or target in mind whenever you embark on an endeavor to create a productive outcome in your life, in your work, in your business, and even for your clients.

A goal driven person will work much harder whenever there are deadlines to be met. To be successful in life there must be the desire to set goals and work towards achieving them.

The ability to set personal and professional goals is a common characteristic of the most successful salespeople. Top sales professionals know exactly what they want to accomplish so they will plan around these targets accordingly.

This requires focus and setting ambitious, but achievable goals. As a result, the salesperson must be extremely persistent and hard working.

Successful salespeople get goals that help them grow as an individual and as a professional. They have long-term goals which require patience and practice.

5. Resourcefulness

Resourcefulness is the ability to find a way to achieve a goal or to make one. Resourcefulness is the ability to think creatively, to generate ideas, and to identify alternatives. To be resourceful takes self-discipline and an iron will.

Great salespeople are resourceful. They use this quality to find ways into prospects that others fail to uncover. The true salesman can shift gears if a sale isn’t going the way that he envisioned. Instead of just taking “no” as an answer, they will attempt a different approach by using their creativity and imagination.

They imagine a way. Then they act accordingly.

6. Positivism

Selling is a tough business. It can be challenging to keep your spirit high and your self-doubts in check. As tough as that may be, it’s imperative to maintain a positive attitude in selling.

In business, your attitude determines whether customers buy from you or not.

There is no way an optimistic salesman will expect a failure, not to talk about accepting it. Even though there may be a failed attempt, this failure will be seen in the light of generating useful feedback for improving the business sales process or the product itself. Interestingly, sales reps with a positive attitude always expect the best to happen and they are constantly winning sales.

In summary…

Extraordinary salespeople accept nothing less than being at the top of their game. Sales is not an easy job. It is largely based on potential and there are no guaranteed deals. The work isn’t always enjoyable. However, top performing salespeople thrive without guarantees. To them, each potential deal is a worthy challenge

Now that you know what it takes to be the best, figure out which qualities you and your team already possess and where you could improve.

There are many qualities that sales professionals need to have to be successful. These are just some of them. What other qualities do you consider important?

Call Center Pros can help you to improve your business sales. We only hire qualified sales representatives and all our agents undergo a rigorous selection process to ensure they have the necessary attributes to be the best fit for your business.

Learn how our call center solutions enable businesses to maximize efficiency and productivity. We can be reached at 800-789-CALL. You can also fill out our customer contact form HERE! One of our experts will get in touch with you. We are committed to delivering the highest possible value, so your company can meet and exceed growth projections.

Source: https://callcenterpros.com/the-6-top-qualities-of-a-successful-sales-representative/

2023 Buyers Guide

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Customer Experience (CX)

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1.)	3Fiftynine Branches Improves customer experience by helping find the agent the right information within a click.

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Abacus Cambridge Partners Combining unmatched experience and specialised skills across more than 40 industries and business functions, Abacus works at the intersection of business and technology to help organisations meet their key priorities and create sustainable value for their stakeholders. Headquartered in the United Kingdom and offices in the United Arab Emirates, the Kingdom of Saudi Arabia, Pakistan and Egypt, Abacus has more than 800 global customers and over 2800 customer-focused employees working in 30+ countries. We offer the following services: Business Process Outsourcing Customer Experience and Customer Relationship Management Enterprise Resource Planning AI & Robotic Process Automation API M... (read more)Combining unmatched experience and specialised skills across more than 40 industries and business functions, Abacus works at the intersection of business and technology to help organisations meet their key priorities and create sustainable value for their stakeholders. Headquartered in the United Kingdom and offices in the United Arab Emirates, the Kingdom of Saudi Arabia, Pakistan and Egypt, Abacus has more than 800 global customers and over 2800 customer-focused employees working in 30+ countries. We offer the following services: Business Process Outsourcing Customer Experience and Customer Relationship Management Enterprise Resource Planning AI & Robotic Process Automation API Management and Microservices Human Capital Management Identity & Access Management Application Development Enterprise Cloud Data Management & Analytics

3.)

Alvaria Alvaria CXP Alvaria CXP empowers enterprises to deploy contact center & customer self-service solutions on voice (IVR), text/messaging (chatbots), and mobile channels (disposable apps) with a design-once-deploy-anywhere approach. CXP Pro speeds up time-to-market, lowers customer service cost, lowers average handling time (AHT), frees agents from repetitive tasks, improves the customer experience through 24/7 availability, and increases first contact resolution (FCR). Deploy on-premise or in the cloud.

4.)

AmplifAI AmplifAI Performance Acceleration for Sales & Service AmplifAI integrates all contact center data sources, and uses AI to drive personas which capture the metrics and behaviors of high performing agents, and then delivers actions to the organization to replicate the high performers. This process drives a sustainable and consistent agent improvement model that allows for faster speed to proficiency and improved performance across the call center resulting in improved productivity, sales and customer experience.

5.)

ARC Quality Solutions Contact Center Observation Services Remote Contact Center Monitoring Programs - Working closely with your staff every day can often take complete objectivity out of the picture when trying to evaluate quality and agent performance. Telephone/Email/Chat Mystery Shopping - A well-planned mystery shopping program can yield invaluable data about how your customers view the quality of your contact center service interactions. Competitor Analysis - ARC Competitive Analysis Programs are designed to objectively compare your company with your competition. Customer Satisfaction Surveys - ARC’s Customer Satisfaction Survey programs are designed to provide you with an objective measuring tool for gauging the level of customer sa... (read more)Remote Contact Center Monitoring Programs - Working closely with your staff every day can often take complete objectivity out of the picture when trying to evaluate quality and agent performance. Telephone/Email/Chat Mystery Shopping - A well-planned mystery shopping program can yield invaluable data about how your customers view the quality of your contact center service interactions. Competitor Analysis - ARC Competitive Analysis Programs are designed to objectively compare your company with your competition. Customer Satisfaction Surveys - ARC’s Customer Satisfaction Survey programs are designed to provide you with an objective measuring tool for gauging the level of customer satisfaction with your products, services, and contact center interactions. One-To-One Coaching and Onsite Training - Our contact center coaching and training programs focus on customer service skills training and specific quality issues identified for improvement.

6.)

BravaTrak BravaTrak BravaTrak is the High-Performance Coaching System for contact centres. It helps you increase customer experience while improving employee engagement. It does this, by: - Providing you with a customer experience coaching framework - Turning your managers into High-Performance Coaches - Giving you real-time visibility of your managers’ coaching activity We’ve refined this system over the past 27 years, working with over 50 large organisations. It’s been tested and proven across inbound sales and service, and outbound sales and retention. Whatever the nature of your channel, BravaTrak can help you avoid missing your customer experience targets, while improving employee engagement.

7.)

Britannic Technologies INBOX INBOX: A place for every digital interaction! INBOX allows any digital interaction to be blended into single or multiple queues with zero service interruption with implementation. Organising them by business context with smart tagging and search filters, the events can be automatically prioritised and categorised. Automating the route to the correct agent or business orchestration rule. It also connects with all your social media channels, enabling you to respond and route accordingly in real-time.

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Calabrio Calabrio ONE Workforce Optimization Calabrio is revolutionizing the way enterprises engage their customers with Calabrio ONE, a unified workforce optimization (WFO) suite—including call recording, quality management, workforce management, voice-of-the-customer analytics, and advanced reporting—that records, captures and analyzes customer interactions to provide a single view of the customer, and improve the overall agent and customer experience.

9.)

Call Adapt Soundboard Software Call Adapt is a cloud-based digital soundboard application designed for contact centers. It works with any type of call and integrates with your existing dialer system. Powered by smart audio technology, Call Adapt gives your agents the ability to converse with customers in real time using programmed keyboard shortcuts. The result is perfect pitch delivery and less time spent on repetitive tasks.

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Callsultant Outsourced Contact Center Services, Contact Center Consultancy Services We offer a wide range of inbound and outbound services including; -Sales, lead generation, market research, fundraising, appointment setting, collections, telemarketing, customer service, help desk, order taking, technical support. In addition, we provide omni channel support services such as chat & email support along with back office processing services such as transcription, data entry, Order management, E-Commerce order follow-up.

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ComSys S.A. CFront for Digital Communication Channels CFront by Comsys is a state-of-the-art application that enriches contact centers with digital communication and collaboration capabilities. CFront is natively compatible with Aspect Unified IP and Cisco Unified Contact Center (UCCE/UCCX) platforms and connects them with all the major communication channels. Comsys is a provider of οmnichannel customer engagement solutions that assist companies around the world in delivering unique customer experiences. For the last 15 years, Comsys designs and implements complex projects for clients from the outsourcing, financial services, telecommunications, and retail sectors. Comsys enjoys strategic partnerships with technology vendors like Cisco®, Aspe... (read more)CFront by Comsys is a state-of-the-art application that enriches contact centers with digital communication and collaboration capabilities. CFront is natively compatible with Aspect Unified IP and Cisco Unified Contact Center (UCCE/UCCX) platforms and connects them with all the major communication channels. Comsys is a provider of οmnichannel customer engagement solutions that assist companies around the world in delivering unique customer experiences. For the last 15 years, Comsys designs and implements complex projects for clients from the outsourcing, financial services, telecommunications, and retail sectors. Comsys enjoys strategic partnerships with technology vendors like Cisco®, Aspect Software®, and Microsoft® for the delivery of innovative interaction management and contact center optimization solutions.

12.)

Conectys Conectys delivers a wide range of customer experience solutions including customer service, technical support and virtual assistant solutions. We provide omnichannel customer support services through phone, email, web tickets, live chat, social media, good old fax, and the latest mobile apps. From switchboard solutions, to customer and technical support, we have the outsourced call center service package to fit your requirements.

13.)

Connex One Omnichannel The Connex One Customer Engagement Platform enables inbound and outbound interactions through a secure, cloud-based, omnichannel engine. The feature rich platform offers everything from AI and Automation to Workforce Optimisation, consolidating the customer journey into one place.

14.)

Consilium Software Consilium UniRSM™ Many contact centers are providing critical services in these challenging times, with agents not only having to handle new customer situations, but also with agents often working alone from home without the face-to-face support of their supervisors and managers, who may also be working remotely. Trained and proficient agents translate into happy customers, with monitoring and coaching playing an important role in developing agents’ abilities. Consilium UniRSM™ is a perfect solution for this, where supervisors can perform real-time quality monitoring and coaching by dialing in from any phone with secure, role-based access. Has your contact center moved to Cisco Jabber softphones for agents,... (read more)Many contact centers are providing critical services in these challenging times, with agents not only having to handle new customer situations, but also with agents often working alone from home without the face-to-face support of their supervisors and managers, who may also be working remotely. Trained and proficient agents translate into happy customers, with monitoring and coaching playing an important role in developing agents’ abilities. Consilium UniRSM™ is a perfect solution for this, where supervisors can perform real-time quality monitoring and coaching by dialing in from any phone with secure, role-based access. Has your contact center moved to Cisco Jabber softphones for agents, moved to the Cisco Remote Agent over Broadband approach, or using a Cisco Unified Communications Mobile and Remote Access deployment (MRA), or perhaps enabled agents to use their mobile phones for the voice endpoint using Cisco Unified Mobile Agent (CUMA)? Consilium UniRSM™ has a real-time monitoring solution for all contact center deployment models, and works with Cisco UCCE, PCCE, HCS-CC, UCCX and even for CUCM-only collaboration environments. Apart from an IVR dial-in method, UniRSM™ also has a mobile and desktop-based WebViewer version. UniRSM™ is the preferred choice of contact centers globally who are seeking real-time monitoring and coaching functionality as a migration option for the end-of-sale Cisco Remote Silent Monitoring (RSM) product. The new UniRSM™ architecture achieves this with endpoint-based monitoring where built-in-bridge (BiB) is supported by the agent’s voice endpoint for silent monitoring, or with trunk-side monitoring where SIPREC is used for duplication of media at the Cisco CUBE (the latter applying for monitoring agents without BiB or when silent monitoring is not supported, such as when using Jabber over MRA.) Continuous improvement is only possible with effort, so monitoring and coaching are not really a nice-to-have, but a must-have. Call monitoring helps contact centers improve by helping new and struggling agents become better, and turning good agents into great agents. The agents improve, the contact center excels, the company grows, and customers see visible results and become net promoters. With UniRSM™, everyone wins.

15.)

ContactEngine ContactEngine connects conversations across entire customer journeys with One Voice delivering exceptional CX and demonstrable business value for organizations around the world. ContactEngine provides proactive customer service by helping your customers through the channels they’re most comfortable with. It aims to contact your customer before your customer contacts you.

16.)

Creative Virtual V-Person™ Creative Virtual's V-Person virtual agent/chatbot technology and V-Person Live Chat™ bring together humans and AI to create conversations with customers and employees across touchpoints in a seamless, personalised way and at large scale. V-Person conversational AI solutions can be deployed across any channel (web, mobile, social media, messaging apps, voice, IVR, smart speakers, kiosks, contact centre, HR, service desk) in over 35 languages. V-Person virtual agent/chatbot and live chat implementations are underpinned by V-Portal™, our knowledge management, workflow management and business intelligence orchestration platform. We use a hybrid approach of natural language processing (NLP),... (read more)Creative Virtual's V-Person virtual agent/chatbot technology and V-Person Live Chat™ bring together humans and AI to create conversations with customers and employees across touchpoints in a seamless, personalised way and at large scale. V-Person conversational AI solutions can be deployed across any channel (web, mobile, social media, messaging apps, voice, IVR, smart speakers, kiosks, contact centre, HR, service desk) in over 35 languages. V-Person virtual agent/chatbot and live chat implementations are underpinned by V-Portal™, our knowledge management, workflow management and business intelligence orchestration platform. We use a hybrid approach of natural language processing (NLP), human curation of content, AI and machine comprehension for continuous improvement and reliability of our solutions. We offer flexible integration options and unlimited customisation by channel, product, business unit, user profile and device. We also provide options for hosting on-premise, in the cloud and in a private cloud. Our experienced team provides consultation sessions to build a business case, develop a conversational AI strategy and improve existing chatbot projects. The team delivers best practice expertise and guidance on implementation, ongoing development and optimisation to enable long-term success. Options are available for a managed service, to manage the solution in-house and for a combined approach.

17.)

CTMA New Zealand Ltd Customer experience assessments and reviews • Customer experience baseline studies • Leadership training, coaching and events Establishing a customer experience baseline: Establishing a customer experience baseline helps to identify and quantify current sources of customer dissatisfaction, estimate potential returns on service investment and sets customer-driven improvement priorities for action and change. CTMA’s customer experience assessments and baseline studies help to identify, justify and prioritise strategic and tactical improvement opportunities, and forge a solid foundation for change. Leadership training, coaching and events: The new urgency to get customer experience right, in a world recovering from a global health crisis, is placing even more emphasis on giving people the right skills, to do... (read more)Establishing a customer experience baseline: Establishing a customer experience baseline helps to identify and quantify current sources of customer dissatisfaction, estimate potential returns on service investment and sets customer-driven improvement priorities for action and change. CTMA’s customer experience assessments and baseline studies help to identify, justify and prioritise strategic and tactical improvement opportunities, and forge a solid foundation for change. Leadership training, coaching and events: The new urgency to get customer experience right, in a world recovering from a global health crisis, is placing even more emphasis on giving people the right skills, to do the right things, at the right time. In response to this challenge, in addition to our in-person services, we are now delivering our leadership programme, workshops and one-on-one executive planning and coaching sessions online - directly to you and your team - in your own meeting room, at your own desk or home office, in the form of live, group, or personalised online events and programmes. And, you can even bring our podcast with you on your walk, jog or drive. Managing customer experience transformations: Focusing enterprise energy on achieving customer-driven outcomes for success, needs determined leadership, a strong customer-driven framework, and an openness to obtaining external support and guidance where required to save time and costs and avoid making some of the mistakes that others may have made in the past. CTMA’s frameworks and consulting services help to establish transition roadmaps and plans, and provide the drive to bring about the positive change to turn your customer experience vision into a customer experience reality. Driving ongoing CX performance: Ongoing insights from customer experience should act as a feedback control mechanism to maintain service quality and drive continuous improvement. CTMA’s ongoing measurement programmes, underpinned by our leadership coaching and support, provide the disciplined management framework and tools needed to turn ongoing customer experience measurement, and customer feedback, into management actions.

18.)

CUSTOMER SQUARE CROSSCRM.CX Cross CRM is powered by Customer-Square,french firm specializing in customer-relationship and contact centers, since 2008 we help companies with a large customer capital to maintain, and develop. Originally for our own needs, the CRM analytics services and Quality Monitoring provided by Customer-Square, we began to put CROSS-CRM.COM on the market in 2013. CROSS-CRM manages daily interconnection with your CRM tools to centralize data and analyse CX on all channels, and is able to provide deep analytics insights. The platform also provides Quality Monitoring, Speech Analytics and Survey tools to get a 360 view of your customer interactions. We ended this features list in 2008 by add... (read more)Cross CRM is powered by Customer-Square,french firm specializing in customer-relationship and contact centers, since 2008 we help companies with a large customer capital to maintain, and develop. Originally for our own needs, the CRM analytics services and Quality Monitoring provided by Customer-Square, we began to put CROSS-CRM.COM on the market in 2013. CROSS-CRM manages daily interconnection with your CRM tools to centralize data and analyse CX on all channels, and is able to provide deep analytics insights. The platform also provides Quality Monitoring, Speech Analytics and Survey tools to get a 360 view of your customer interactions. We ended this features list in 2008 by adding a Learning Management System dedicated to agents and call center teams. Our Modules are CRM Dataviz, Cross-Mining, Listener QM, Listener Survey and Listener LMS.

19.)

Customer Touch Point Engage To Influence Customer Touch Point specialises in long-term and instant impact customer experience solutions for organisations worldwide, providing the tools and support they need to deliver effortless customer experiences. We are also the brand behind the powerful Engage to Influence™ methodology, which sits at the core of every single customer project. By delivering real-time customer insight; designing customer journeys to positively influence behaviour; and implementing end-to-end technology solutions that provide a seamless experience across all channels, we enable our clients to improve customer experiences and reduce cost of contact at the same time. Our solutions include: • Contact Cen... (read more)Customer Touch Point specialises in long-term and instant impact customer experience solutions for organisations worldwide, providing the tools and support they need to deliver effortless customer experiences. We are also the brand behind the powerful Engage to Influence™ methodology, which sits at the core of every single customer project. By delivering real-time customer insight; designing customer journeys to positively influence behaviour; and implementing end-to-end technology solutions that provide a seamless experience across all channels, we enable our clients to improve customer experiences and reduce cost of contact at the same time. Our solutions include: • Contact Centre as a Service (CCaaS) • Customer feedback software • Customer journey mapping • Telephony & IVR • Live chat • SMS • Email • Social media monitoring • Dynamic FAQs • Real-time and post-call text analytics . Our solutions in more detail Customer feedback Our customer feedback software solutions include multi-channel surveys, post-call IVR surveys, live wallboards, text analytics, SMS & digital feedback campaigns. Customer journey mapping Customer journey mapping looks at the entire customer journey, from the first customer interaction to the last. A detailed audit of the customer journey, using our Engage to Influence™ methodology, alongside our customer feedback audit and post-call analytics tool, will pin-point where and how we can make changes to improve customer contact and engagement. Telephony & IVR Telephony, touch tone and Natural Language IVR services include journey audits and re-design, scripting, automation, tone of voice and professional audio recording. Customer experience technology Our CCaaS is a true omnichannel contact management system across voice, email, chat, SMS and social media channel that delivers a single view of how the customer communicates. Real-time and post-call analytics Rael-time and post-call analytics analyses every voice call in detail, breaking every word and sound down into thousands of markers, delivering detailed and accurate business insight as it’s happening. Using our real-time and post-call analytics solution we can quickly and very accurately analyse thousands of calls to uncover patterns of behaviours, customer sentiment and the true reason for their call. This in turn enables you to achieve operational objectives, makes your more compliant and helps you sell more. Professional audio & music services We offer a range of professional, multi-lingual voice and music services for phone, IVR and on-hold, as well as background music in restaurants, shops and other customer environments

20.)

CustomerCount CustomerCount is a feature-rich, cloud based survey solution providing intuitive real-time reporting, fast turnaround on requested updates, and detailed and dynamic data gathering capabilities to support process improvement efforts, build customer loyalty and improve your bottom line. Developed and managed by Mobius Vendor Partners, CustomerCount was initially designed for the timeshare and contact center industries and is now used by organizations across numerous different vertical markets and industries.

 

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