The 4 Sales Traits

If you are a sales boss and bump into a subordinate, you involuntarily quip, “How’s the month going?” And in my years as a sales boss, the answer to this ubiquitous question defines the salesman’s character (esp., when his chips are down). I have seen 4 archetypes:

1. Glib-talker – He won’t answer it. He knows you’re in a hurry, likely not armed with data. He’ll talk about something indirectly connected to the question but will engage you anyways. Best to avoid and ask him in a formal setting. And learn this skill.
2. Procrastinator – He’ll tell you that his best is coming tomorrow. He’ll make your dream for the future rather than brood on the past. It Will likely leave you stary-eyed. He’ll do it to you even when you are on guard the next time. Can’t do much here.
3. Externalizer – He’ll tell you things are bad; not because of him, but all else (could be you too). In my opinion, the worst of the lot. Needs counseling; ownership could be a challenge.
4. Problem Solver – A rare and dwindling breed. He’ll tell you the reality, admit it’s his fault and ask for suggestions. Either they’re the best of the lot, or they are junior and will morph into one of the above 3 soon. At OfBusiness, it’s a trait we encourage, blessed the team that has more of them.

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