Whilst ultimately being measured by the numbers being put on the proverbial 'board', there are several qualities which go into making a successful Sales Executive.
Running a successful business means finding the right people for your team. We know that the skills, attitudes, and proficiencies you need at any given time will all depend on the role you're recruiting for.
As a professional recruitment agency with more than 30 years of experience, we are experienced in sourcing for a variety of roles including Sales Executives and have been instrumental in the career progression of both junior level sales execs, who we have helped to identify the "raw" talents in, as well as senior executives moving up the career ladder.
As you will know, a Sales Executive is someone who focuses on nurturing sales opportunities both prospects and clients. It's also the role, given the fundamental importance to all organisations of generating business, which if we could bottle the core characteristics and replicate in individuals for our Clients it would be ideal!
So what are the characteristics of a successful Sales Executive?
Here's our list.
1. They Create Value
A great Sales Executive doesn't just make a sale, he/she uses that process to add value, sets up the opportunity for repeat business from turning the purchaser into a repeat customer and looks to develop his network via referrals. This Sales Executive will have a history of positive feedback and a network of contacts and referrals which his service proposition to them, means they would remain a contact.
2. They are Focused and Results Driven
Generally speaking an individual who is focused, is internally driven to meet goals and to stay attentive to a topic. They are also self motivated and more demanding of themselves in meeting and achieving goals. They will consequently be able to recognise and self manage changes needed to ensure goals are achieved.
They will also be able to use their focus to stay calm and on course for their targets in the face of adversity or rejection.
3. They are Persistent yet Patient in their Approach
Persistence is probably one of the key characteristics which most people recognise as critical in a Top Sales Executive. This person doesn't see rejection from a sales prospect as a failure or the end of the world but turns any negative energy into a positive in the pursuit of their pre-set goals.
At the same time, a top Sales Exec will not allow their persistence to be detrimental and will show patience throughout the process.
Patience is a core quality of sales people, who need to nurture leads and move deals forward over months at a time. Demanding or trying to force a sale to early in the process can ruin the deal so the need to stay calm and collected is vital.
4. They are Resourceful
A strong Sales Executive is inevitably a good problem-solver with the ability to take his prospect from the pain of their perceived problem through the journey to the solution of his sales solution and making it seem a logical must have solution for them. Almost as if he's doing them a favour.
5. They are Resilient
For them the curve ball from the prospect/client is simply a challenge to overcome along the way as they try to sprinkle their "magic formula" over prospects/clients using their knowledge/belief in the product, inherent likeability and personality to create a feeling of respect and trust to help take the prospect over the proverbial finish line.
6. They are Good Listeners
'We have 2 ears and one mouth so we can listen twice as much as we speak" said Epictetus and great Sales Executives use this knowledge within their sales approach, by firstly asking thought through provoking questions of their clients and prospects and then reflective listening to the response as they take the prospect through their pains, by subtly being able to put themselves in their shoes, through to the sale in a manner which the client/prospect convinces themselves they need to make this purchase. This also helps build trust.
7. They show Empathy
A successful salesperson must be able to build empathy with prospects and clients.
The first reason is that people buy from people they trust and feel comfortable with. Product and price are in most instances secondary; the person behind the product is who the client is purchasing from. If a salesperson can build rapport more effectively than a competitor, they will inevitably win the deal.
The second reason is that empathy is what enables the salesperson to elicit the problems and needs of the client, which moves the prospect/client through the sales process.
8. They build rapport
A salesperson who knows how to connect, listen and understand will inevitably build rapport and loyalty from his prospect/Client. We all remember and are impressed by that sales person who asked us if we enjoyed our weekend in Barcelona last month or our favourite teams' big win over Arsenal the other Saturday, when they next contact us aren't we and its all because they have been organised, showing that attention to detail by going that extra mile to put a note on the system about you and your interests. Sounds easy but its still a rarity.
9. They know their Customer and their Market
They don't call offering complex state-of-the-art HR databases to a one man start up business or new telephone systems to prospects in serviced offices, because they spend time prepping for the call to give them a level of understanding about the potential need for the product/service.
What Next?
If you are either looking for Top Sales Executives or to develop your career as a Top Sales Executive. then we can help. We currently have several opportunities which may be of interest which can be viewed here.
Here at Lucy Walker Recruitment, we have helped organisations and organisations across Leeds attract the talent their organisation needs to fuel growth for over 30 years. If you want our help email us here or call 0113 367 2880 or why not check out our Client pages or sign up for our weekly Job Alerts below.
