Sales is a learned skill set. I hear people describe successful sales people as a personality type. There’s almost zero correlation between extroversion and sales performance, according to research published in the Applied Psychology Journal. info:https://faculty.wharton.upenn.edu/wp-content/uploads/2013/06/Grant_PsychScience2013.pdf
Posted Dec 26, 2018, 6:08 PM UTC
Sales is like anything else. It's a learned skills. Some people have a easier times than others learning it. Some people are natural at it.
It’s a learned skill and there are people who are also “natural” at it, but the person who is not natural yet thrives to improve at sales by learning will most likely be better and more educated than the person who is a “natural”.
This is where you work at your weakness to create strength. The guy who knows how to sell wont feel obligated to work more at his strength compared to the person who lacks the ability and is motivated to be better.
Yup! Had a superior who was a VP of operations, which oversaw sales, constantly tell me I wasn't the right personality type for sales.
I broke every sales record at said company. Most of them still stand today, even though I haven't sold there in 4 years now.
Sales isn't a personality type, title doesn't indicate competence.
Agree, this is why I don't think "The Challenger Sale" holds much weight. I just don't buy it.
Challenger sale is stupid, but to be fair it identifies what your tendencies are and then tells you to learn the others as a skill set. So it’s essentially saying it doesn’t matter if you’re a relationship builder or a problem solver, as long as you add certain skills you can be a challenger.
But like I said, I hated the training.
I can understand a general "hungry sales.personality type" ie; keep making calls, trying new strategies, infinite drive, etc. Bit as for a specific personality type, that's rubbish. You can hone in on traits from MBTI for example, that indicates which types.may be more succesfull... But the people who go for a spcific type.are jokes- theyre more.likely to just hire someone that reflects their own personality
I see so many marketing managers being Don Drapper wannabes... Just like many sales managers are Wolf of Wallstreet 80's salesmen wannabes
We did a personality exercise a few months ago where you have to take Myers-Briggs test and then discuss with similar matched personalities in a conference call. Despite knowing I am introverted and obviously have a successful sales career, I was worried that admitting I was an introvert would be looked down upon because of the stigma. I jump on the conference call and among the introverts are my boss and his boss so obviously they recognize that there are many many personalities that can be successful in sales. Do I sometimes come home a bit drained on days where I am on the phone all day? Yes occasionally but it’s never stopped me from doing my job. And my boss has said that he really likes how good I am at listening to the customer and taking time to be reflective and really understand the customers pain. I’m sure many extroverts can do the same but it might not have come as naturally for all
Most important thing to remember with personality tests is that they measure preferences, NOT capabilities. You should never use them to determine whether an individual is capable of doing a job. Good managers use tests to better understand the individuals on their team, because some people require a bit more coaching in some places, and other people need help elsewhere. Must be refreshing to have leadership that understands that, because there are waaay to many people who judge the entire potential of an employee off of a Meyers-Briggs test.
I hear what you're saying, however note that out of all the personality tests ive done for sales, Ive gotten 100%- I just answered the questions in light of being ENTP
If you are great at sales, it tends to be a more intrinsic skill .. you can be taught aspects, but it’s your own innate ability to sell matters more.
Personality has little to do with it.. I would say things like mental make up, creativity, common sense, ability to connect to others and understanding their wants and needs are really what make the difference.
It’s being your best self and going at it with the willingness to improve in the face of failure, regardless of your weaknesses.
I am shy, I sometimes have low self esteem, and I mess up on my words a bit. BUT, anyone who I talk to trusts me because I’m humble and honest and I am easily relatable. Trust is huge in sales and I can leverage those specific talents of mine to help a client see what I see that usually leads to a sale.
Couldn’t agree more. Plus, certain personality types will do better depending on the product sold. For example, an event promoter will be very different from an enterprise IT rep.
Sales is basically being a good listener and a good person. You can't sell if you don't listen and you won't sell if you don't put your reputation first.
I disagree that sales success does not correlate with extroversion. I think it has a negative correlation. The best salespeople I’ve ever met are introverts that have extremely high sales competence. They listen much better than extroverts. Totally generalizing here, but I’ll take a skilled introvert over an equally skilled extrovert any day, especially when it comes to complex sales.
I have seen both equally successful.
I think it does make a difference depending on what personality type you're selling to. I'm an introvert myself and just will not deal with Extroverted sales people unless it is absolutely the only option. In sales it's very imprortant to read your audience. I've seen jabberheads scare someone off from over promising, overselling, or just talking too damn much.
Everyone has their own different style, but I have learned that showing your customers a little respect and not trying to force products down their throats at every angle will get you a long way.
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Great post. Some sales managers read "The Challenger Sale" and books of that nature and believe this stuff is innate. I agree with you in that it can be all taught.
Not disputing, but out of curiosity, for the sake of broader discussion: If it is a learned skillset, what are the skills? Let's get some data.
As a successful introvert who has been told by co-workers I’m awkward and quiet. I’ve been in sales for 4 years and still feel like a rookie. I would say listening and following the direction of competent leaders or top salesman that don’t mind sharing knowledge. Most of the time they are put into leadership roles and making money for a reason. Knowing how to read your customer/client so you know how and when to ask for the sale. Listening to Sales podcasts, watching videos, reading, and following these Sales “gurus”. Brush up on basic psychology. Listen to other salesman around you close deals. See what you would do different or how you learned something from them. When the customer talks, sit back listen and take notes on what they want. Show up everyday because that sick day you take might be the day you luck up and land a stupid big deal. Never stop learning and always be a student. That’s all I got.
Here is a high level, starter skill set. You can drill down on this per industry and job. "a playbook or sales strategy makes you 33% more likely to close sales at a higher rate." https://www.lucidchart.com/blog/what-is-the-7-step-sales-process
Wow, this is me. Thank you for sharing. Sometimes introverted, sometimes extroverted, the “ambivert” the article claims is me, and I’ve been very successful at sales in a few different industries.
I agree in part. I definitely agree that sales as a profession is not so strictly predictable based on personality as people tend to buy into. However, I also think personality is a bit too complicated and unknown for us to really predict an individuals potential. I also think that there are some elements of personality (such as agreeableness) that, when mixed with certain markets, can indicate a more likely chance of success. Either way, you're right in my eyes, and thank you for referencing an actual study and not some random schlum's blog post that's meant to sell their enablement product.
I'd say that organizational skills and ability to follow up and actually do what you say to a prospective client is one of the big differences between a good sales person and a shit one.
Honestly, I’ve only met one sales guy who just phoned it in and succeeded. He was an ex NBA Star and people would take meetings just to hear his stories. They would be anything he had just to be connected to him. Me and the rest of the world, we gotta earn it the hard way.-
I would have to disagree to an extent. Sales is certainly a learned skill but some genetically have an advantage to being far superior to anyone else without those intangible personality and charismatic traits.
The ceiling is higher for those with the sales DNA. It’s helped me immensely and I really don’t work hard at all.
I agree . Big skill is learning not be upset by rejection. Not everyone can do sales
100% disagree. Although you can learn it like any skill, some people are natural and it comes easy to them while others take a long time to narrow down their skill which means they need to really consider their role as a sales person.
Well stated.
It’s much more about problem solving. If you can solve your customers problems you’ll be successful.
If you BS them you’ll make a few sales but you’ll have to keep moving to new territories.
Word ! Thank you for posting this. 10 years ago, I wanted to move from customer support to sales. Interviewed 3 freaking times to move to the lowest sales position they had. Was told to stick with what I had. Was told I'd have zero future in sales. They also didn't understand why I kept applying internally and that they wouldn't accept anymore sales application from me. The main reason from the hiring manager at the time is that he didn't "feel like I would sell my mum for a contract". Fuck no I wouldn't! Fast forward 10 years after, it's been a hell of a ride but I broke every sales records in every companies I joined. Now I'm managing a team of 4. Love every second of it. I always tell my team "even you don't know what you're capable of". Don't let anyone tell you that you're not an extrovert who's able to sell sand in the desert. Selling is about fulfilling a need. They don't need sand in the desert do they ?
"They don't need sand in the desert, do they?". You are absolutely on point here! I am going to quote you on that one.
I read somewhere, but might be misremembering, that they import foreign sand into Middle Eastern countries because their sand is too smooth for construction. If that's the case, then yes, they do need sand in the desert.
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Good for you! Love to hear this. I have seen all kinds of people successful in sales.