Studies have shown that outstanding salespeople share certain traits, regardless of whether they run their own business or work for someone else.  According to Jim Cathcart, a well-known speaker and author of Relationship Selling: The Key to Getting and Keeping Customers, a sales professional’s success is determined by the way they behave in business more than by the business they are in.  Sales Professionals:

1. Are committed to the success of their clients' businesses, as well as their own.
2. Have clearly stated business and life goals.
3. Invest time in their own education, and are always open to learning how to improve their sales skills.
4. Spend spare time in sales-related activities, whether within their industry or contributing to other entrepreneurs.
5. Take personal responsibility for both their successes and failures, rather than blaming others for any setbacks.
6. Keep track of their progress, including accurate records of conversations with clients and appropriate follow-up times, as well as their level of activity during each step of the sales process.
7. Are determined and persistent, and don't let anything discourage or slow them down.

These qualities aren’t sales specific, if you take out the word sales, you have 7 qualities of a successful business professional.  While they seem fairly obvious, it is a great list to quickly assess how your actions lead to results.  On a scale of 1 – 10 where do you rate?  What is your total?  If it is anything less than 55 I would recommend evaluating your effectiveness and putting an action plan in place.

 - Cari Kraft, President, Jacobs Management Group, Inc.

For more information, please email me at ckraft@jacobsmgt.com.