8 Characteristics Of Successful Entrepreneurs And Top Elite Sales Professionals
by Ming
Sales has an unfairly bad reputation.
Sales as a profession is rarely on the cards or listed in the wish list for parents for their child or children. It is rarely heard from any parents that they want their child or children to be a salesperson or from any students that they want to be a salesperson when they grow up. It's also very rare to find schools or academies that teach sales skills training and selling skills training which are important life skills for children and students to learn, practice and master the skills overtime.
Sales skills or selling skills are rarely taught at home, in schools or in universities even though sales skills is one of the most important and most valuable skills you can and should teach your child or children from young.
Sales skills or selling skills are rarely taught at home, in schools or in universities even though sales skills is one of the most important and most valuable skills you can and should teach your child or children from young.
Like it or not, selling is an integral part of life. Sales skills and selling skills are life skills and very important for us to learn from a young age. Learning, practicing and honing your sales skills will not be taught in school, but will be core to his or her success in life.
Those who realize that sales skills are one of the most important skills that everyone needs to develop from young, good on you. Those who just realized the importance of sales skills development, fret not, we are here to help you learn and excel in sales.
Those who realize that sales skills are one of the most important skills that everyone needs to develop from young, good on you. Those who just realized the importance of sales skills development, fret not, we are here to help you learn and excel in sales.
To be a successful entrepreneur, it is mandatory to develop sales skills and selling skills. Any founder with a brilliant idea to develop new products or services ultimately needs to sell it. At RevUpZone, we truly believe that every sales person is like an entrepreneur and vice versa. In the digital economy, sales people need to think and behave like an entrepreneur and run their “business within the business” to be truly successful.
Sales skills and selling skills are critical skills to be developed and mastered overtime. Sales is an exciting and challenging career that will help you grow personally and professionally.
Sales skills and selling skills are critical skills to be developed and mastered overtime. Sales is an exciting and challenging career that will help you grow personally and professionally.
So how do they do it? What’s their secret? Are you one of them?
Spending more than 25 years in technology sales and leadership positions in technology companies, I’ve had the luxury of meeting, observing and working with the elite sales professionals and top sales professionals in technology and beyond and have observed that the top performers share some of the similar if not the same characteristics, mindset, attitude, habits, beliefs and passion.
Spending more than 25 years in technology sales and leadership positions in technology companies, I’ve had the luxury of meeting, observing and working with the elite sales professionals and top sales professionals in technology and beyond and have observed that the top performers share some of the similar if not the same characteristics, mindset, attitude, habits, beliefs and passion.
The only way to be truly satisfied is to do what you believe is great work. And the only way to do great work is to love what you do. If you haven't found it yet, keep looking. Don’t settle.
- Steve Jobs
I’ve shortlisted them and summarized them down into top 8 key characteristics and have begun integrating them into my work life — practicing them, honing them, teaching, coaching and mentoring these characteristics and traits for my team and for myself for lifelong learning and further development.
If you view the 8 characteristics of top sales professionals in this article with excitement and anticipation, entrepreneurship and a career in sales is right for you.
If you view the 8 characteristics of top sales professionals in this article with excitement and anticipation, entrepreneurship and a career in sales is right for you.
Here’s what I’ve observed, 8 characteristics of successful entrepreneurs and top elite sales professionals:
Overview of 8 characteristics of top elite sales professionals:
1. Authentic:
Successful entrepreneurs and top elite sales performers are authentic. They are in a league of their own. They will not be persuaded to change their style or the way they think.
Yes they will take feedback, they will learn new ways of doing things. They will evolve. One thing for sure, they are not afraid to be themselves. They are no copycats and are independent in their thought process, views and opinion. They are not afraid to take rejections and in fact they find rejection a challenge and they thrive in challenging environments.
By being themselves they are being authentic. They will come across as real and to the eyes of the people around them, they are real people whom they can relate to. Customers like to deal with people they can relate to. Hence, being authentic is one of the key characteristics of a top elite sales professional.
Yes they will take feedback, they will learn new ways of doing things. They will evolve. One thing for sure, they are not afraid to be themselves. They are no copycats and are independent in their thought process, views and opinion. They are not afraid to take rejections and in fact they find rejection a challenge and they thrive in challenging environments.
By being themselves they are being authentic. They will come across as real and to the eyes of the people around them, they are real people whom they can relate to. Customers like to deal with people they can relate to. Hence, being authentic is one of the key characteristics of a top elite sales professional.
Your time is limited, so don't waste it living someone else's life. Don't be trapped by dogma - which is living with the results of other people's thinking. Don't let the noise of others' opinions drown out your own inner voice.
Steve Jobs
2. Attention to details
Successful entrepreneurs and elite top sales performers pay absolute attention to details. From the way they dress, the way they present themselves, to the way their proposal and presentation is crafted, to the messages or email they send, they pay every single attention to details.
Having said that, successful entrepreneurs and elite top sales performers have unique abilities to zoom in and out of any situation. They are able to see things from a macro level and from a micro level.
To achieve outstanding results, it is important to master the skills of having a “helicopter view” i.e. overseeing things from a far and from zoom out view and when required zoom into the details.
Having said that, successful entrepreneurs and elite top sales performers have unique abilities to zoom in and out of any situation. They are able to see things from a macro level and from a micro level.
To achieve outstanding results, it is important to master the skills of having a “helicopter view” i.e. overseeing things from a far and from zoom out view and when required zoom into the details.
Devil is in the details.
The devil is in the details" is an idiom alluding to a catch or mysterious element hidden in the details; it indicates that "something may seem simple, but in fact the details are complicated and likely to cause problems.
Top elite sales professionals are able to anticipate and identify the issues and challenges before they happen. Somehow if they miss this problem identification at an earlier stage, they will pick up the pace when they are going through the details and move things forward. They will ask questions, clarify further and will not settle until they get the answer that they are looking for.
Top elite sales professionals are able to anticipate and identify the issues and challenges before they happen. Somehow if they miss this problem identification at an earlier stage, they will pick up the pace when they are going through the details and move things forward. They will ask questions, clarify further and will not settle until they get the answer that they are looking for.
3. Fully engaged
Top elite sales professionals have amazing people skills. They know that people make the difference and people make things happen. They are fully engaged with people i.e. their customers, their teams, their partners, their community. They bring people together to achieve win-win and success together.
Top elite sales professionals also leverage technology as a tool to success. They know that technology is a powerful tool. But without people, technology is nothing. People make it happen.
Technology is nothing. What’s important is that you have faith in people, that they are basically good and smart and if you give them tools, they will do wonderful things with them.
Steve Jobs
Top elite sales professionals are fully engaged online and offline and they spice up the engagement with a human touch to their interactions and engagement as they believe in people and bring people together to achieve greater good together.
4. Take full ownership and accountability
Your success depends on you.
The best salespeople own everything.
The sales profession exists within a meritocracy. It is not a coincidence that the same people are at the top of the leaderboard year in and year out. The most significant difference between elite top sales professionals and everyone else is attitude.
Top elite sales professionals approach their goals with a total ownership mindset. Anything that happens to them, whether or not it was their doing, is controlled by them. It may not be their fault, but it is their responsibility.
Top elite sales professionals approach their goals with a total ownership mindset. Anything that happens to them, whether or not it was their doing, is controlled by them. It may not be their fault, but it is their responsibility.
Psychologists call this the internal locus of control. Internal Locus of control is the degree to which people believe that they, as opposed to external forces, have control over the outcome of events in their lives. The concept was developed by Julian B. Rotter in 1954, and has since become an aspect of personality psychology.
What it means is that “you think and believe that the power lies inside of you instead of externally”. Having an internal locus of control correlates with success at work, higher income, and greater health outcomes.
What it means is that “you think and believe that the power lies inside of you instead of externally”. Having an internal locus of control correlates with success at work, higher income, and greater health outcomes.
Everything changes for the better when you take ownership of your own problems.
Robert Ringer
5. Super resourceful
Top elite sales professionals are super resourceful. The best salespeople are often faced with difficult situations and time pressures, having to negotiate seemingly arbitrary obstacles armed with only their wits, thinking on their feet, their mobile phones and having to make decisions on the spot. Top elite sales professionals almost always will figure it out.
Resourcefulness is as much a mindset as it is a skill.
Embrace your inner self and bring the best of yourself. Do not be afraid to take action. be bold and take things forward.
If you don’t start with a super resourceful mindset, then you will never fully develop the skills associated with being resourceful. Always have a few plans Plan B or Plan C as alternative solutions in case Plan A did not work. Do not get beaten up and don't beat up yourself should Plan A fail. Keep looking for ways to fix the problem and find a solution, could be Plan B, Plan C or could even be Plan Z. Never give up and keep searching. Ultimately you will find your way.
You can practice being super resourceful in a safe environment. For example, you and your team can use case studies and imagine the next impossible situation you and your team may find yourselves in and apply your energies to find multiple alternative routes to meet your desired destination. You and your team can brainstorm for ideas, solutions, draw it all out on a whiteboard for more visible discussions and more effective communications and collaborations. Keep doing this and you will master these skills on your finger tips and be able to do so easily when you encounter problems or situations that you need to find a way forward.
6. Domain expert
The best salespeople are domain experts. They are experts in their own industries or have mastered skill sets in a certain domain area.
Contrary to popular beliefs, sales skills are not about selling. Sales skills is more about leading, which requires high levels of self-confidence, which in turn requires knowledge and experience.
This concept can be expressed mathematically as:
Contrary to popular beliefs, sales skills are not about selling. Sales skills is more about leading, which requires high levels of self-confidence, which in turn requires knowledge and experience.
This concept can be expressed mathematically as:
Knowledge + Experience = Confidence to Lead.
You can control the first part of the equation; the second comes with time.
You need to gain industry knowledge and learn through experience. You need to have a strong point of view about the products you are selling should be the top priority for any aspiring salesperson. Do not focus and just talk about product features as that’s a given with customers being very well informed and educated.
Study. Learn. Take action. Form an opinion. Over time you will gain expertise which leads to confidence, which leads to trust, which leads to closing sales. Top sales professionals keep practicing this drill until they master the skills then they keep doing it like a daily habit.
You need to gain industry knowledge and learn through experience. You need to have a strong point of view about the products you are selling should be the top priority for any aspiring salesperson. Do not focus and just talk about product features as that’s a given with customers being very well informed and educated.
Study. Learn. Take action. Form an opinion. Over time you will gain expertise which leads to confidence, which leads to trust, which leads to closing sales. Top sales professionals keep practicing this drill until they master the skills then they keep doing it like a daily habit.
Rinse and repeat.
7. Agile and move with sense of urgency
Successful entrepreneurs and top elite sales professionals are agile and move quickly. The best salespeople are not reckless. However, they take action and do things with a sense of urgency.
They know that time will not stop. They know that time is always against them. It is therefore crucial that they maximize all the time they have to move forward. They plan a few steps ahead, anticipate things that will come their way and focus on the next few steps. Top elite salespeople get things done, and they move swiftly and effortlessly.
They will follow-up on what they have committed to. Therefore having a good memory helps and leveraging on technology, productivity tools and collaboration tools to keep yourself on track and move things forward with a sense of urgency.
They know that time will not stop. They know that time is always against them. It is therefore crucial that they maximize all the time they have to move forward. They plan a few steps ahead, anticipate things that will come their way and focus on the next few steps. Top elite salespeople get things done, and they move swiftly and effortlessly.
They will follow-up on what they have committed to. Therefore having a good memory helps and leveraging on technology, productivity tools and collaboration tools to keep yourself on track and move things forward with a sense of urgency.
Not tomorrow, not after breakfast, now!
Edward Norton in The Shawshank Redemption
8. Give back and help others
Successful entrepreneurs and top elite sales professionals give back and help others. Giving back is a mindset and attitude that successful entrepreneurs and top sales professionals have ingrained in them. They believe in karma and truly want to give back to help others and the future generations.
What goes around comes around.
We all have our own starting points in our careers. Some have it easier than others. Regardless of where you are in your career, there is someone else you can help. If there is something you know or have experienced before about a product, a process, or an industry that someone new or someone who needs help to improve, do give time a helping hand and support them, groom them and coach them.
The best salespeople I have observed regularly pass their knowledge on to the hungry learners and/or less experienced sales people with no expectation of anything in return. Coincidentally, the act of giving back and helping others becomes a catalyst for self-affirmation and building self-confidence.
The best salespeople I have observed regularly pass their knowledge on to the hungry learners and/or less experienced sales people with no expectation of anything in return. Coincidentally, the act of giving back and helping others becomes a catalyst for self-affirmation and building self-confidence.
We make a living by what we get; we make a life by what we give.
Winston Churchill
Take a look around you. Take a look at the top salespeople in your own company or the memorabe salesperson whom you have received an amazing customer experience in your buying journey.
How did they make you feel? Most of all, what are their winning characteristics? Do they possess all these 8 key characteristics? My bet is that they do. If you talk to them and ask them for help and coaching, I also bet that they’d be willing to share their winning strategies with you. Go grab them now!
Sales is a science as well as an art. The best salespeople know they’re the best but yet they maintain humility. They take pride in their work like a piece of fine art. They separate themselves from the rest of the pack regardless of any circumstances they are in. They always take the higher ground, always.
How did they make you feel? Most of all, what are their winning characteristics? Do they possess all these 8 key characteristics? My bet is that they do. If you talk to them and ask them for help and coaching, I also bet that they’d be willing to share their winning strategies with you. Go grab them now!
Sales is a science as well as an art. The best salespeople know they’re the best but yet they maintain humility. They take pride in their work like a piece of fine art. They separate themselves from the rest of the pack regardless of any circumstances they are in. They always take the higher ground, always.
Do ensure that you prepare as much as you possibly can and as comprehensively as you possibly can with the best sales coaching, training materials, sales strategies, sales tips, winning sales approaches and sales execution and you’re looking at a long term successful future in your sales career and entrepreneurship journey.
Sales is hard work but you probably knew that already.
At RevUpZone, we make it easy for you. We have been in the battle field and still in the battle field. We will provide you with step-by-step training and development plan, coaching and mentorship to ensure you learn, practice and improve every step of the way. You will never be alone in this journey to success!
Contact coach@revupzone.com for more info on RevUpZone sales training programs for you and your sales team or 121 coaching sessions to master sales hunting skills to win big and win fast!