Content marketing does not replace a successful salesperson.
As I have discussed here before, we know that quality, credible content leads to sales but it does not necessarily make the sale. For that, organizations still need a skilled and qualified sales staff.
But what are the traits that result in a skilled and qualified sales staff? According to Steve W. Martin, who teaches sales strategy at the University of Southern California’s Marshall School of Business, these traits include the following:
• Achievement oriented
• Lack of gregariousness (meaning sociability in social settings, a surprising trait)
• Lack of discouragement
• Lack of self-consciousness.
He put this list together after administering personality tests to more than 1,000 sales people with high volume sales, primarily in technology companies and services as well as business services of various types. His complete study was published in the June 2011 issue of the Harvard Business Review.
An interesting, but not surprising, trait he also found was that most top performers have a strong background in sports. Not as sports enthusiasts, but actually as players of team sports. According to Martin, these people “are better able to handle emotional disappointments, bounce back from losses, and mentally prepare themselves for the next opportunity to compete.”