7 Qualities of Elite Sales Executives in 2021
And Practical Tips on How Non Sales People Can Help Fuel Their Fire
Last week an elite sales executive, Jeff Stern, liked Beth Flor’s LinkedIn post and it caught my eye. I read it and was like “YES!”.
And a week later, I’m still thinking about it. Why? Because the salesperson’s professional environment has been completely shaken up during the pandemic. No in-person meetings, no conferences, no happy hours, coffees, dinner…yet despite the unprecedented changes, the good salespeople are still WINNING. To those elite executives: I see you, I appreciate you, and I invite you to spend a few moments with me: let’s celebrate salespeople and the essential role we serve.
Selling Amid a Global Pandemic
Since March of 2020, salespeople have been forced to operate in a virtual world. So much of sales is relationship-building and connecting person-to-person. With a shift to quarantine and “work from home,” the fundamentals of in-person connection were removed. A basic way sales meetings were run: in-person… GONE. Additionally, sales people faced prospects with unprecedented budget freezes as companies reeled in reaction to shutdowns. These changes compounded the stress of buyers that were trying to keep their business afloat, adapt themselves, stay safe, and learn quickly to operate in this “new normal.”
How can salespeople continue to thrive amid a global pandemic? The best ones I’ve had the pleasure to work with have these 7 traits.
7 Qualities of Elite Sales Executives in 2021
- Resilient. You’ve got to have thick skin and keep pushing. The environment you sell in has been completely flipped on its head since the pandemic began… but persevere! Follow the positive and negative signals — and keep going.
- Creative. A basic email or phone call alone isn’t going to work. Did it ever? Flex your artistic ability and use your skills to stand out and connect with your prospective buyers. Sales is an art. There’s not one pathway for sales success — what worked to win one customer isn’t going to work for another.
- Confident. One of my favorite quotes is from Beyonce, “I am not a gambler, but if there is someone I am going to bet on, it’s myself”. Read some motivational quotes, play some good music, go for a run — whatever it is to help you find your confidence — do it! Recharge your confidence often and take those positive vibes with you into your job every single day.
- Hardworking. Work for it. A wise sales rep told me years ago, the best salespeople have these things going for them, “hard work, follow up and luck.” Do the first two consistently and the odds are in your favor. Make every day count.
- Intelligent. Be smart. Be “people smart”. Understanding your customer and their needs to intelligently craft a solution they need, that also fits your company’s needs is tricky. Think through it and make good, common sense decisions.
- Trustworthy. “It’s not all rainbows and butterflies. It’s compromise that moves us along,” Maroon 5. That lyric is always in my mind as I am negotiating a sticky contract or working through a polarizing point with a prospect. Be honest and expose the reality of the deal — the good, the bad, and the not happening no matter what (and why).
- Empathic. Take a step back frequently to put yourself in your buyer’s shoes. Take inventory of what they are dealing with and be sensitive to their experience/perspective. Approaching every sales deal with empathy is foundational to mutual success.
Attention Non-salespeople: You can help
Take a moment and say THANK YOU! Every bit of positivity shared with a salesperson, they can infinitely multiply and it fuels their fire and motivation exponentially. When’s the last time you thanked a salesperson? Take a few minutes today and regularly to send a message of support, gratitude, or encouragement. Here’s some samples you can use as inspiration (these are all real ones from our team, over the past week):
- Jeff, you really crushed telling our company story in the presentation today. We are lucky to have you representing us!
- Looks like a great opportunity, let’s plant the flag :)
- Hi Malissa, great job getting us a meeting with XXX health system. It’s so awesome that you are using your network to help our company grow.
- Morning, I just wanted to leave you a quick message to say: THANK YOU!
- Love that they are finally moving forward — another KICK OFF?!?! Ha! So many of those… Robyn is going to get a lot of validation on her process.
- Great work building that relationship, Jeff!
- Another million $ relationship you have created! Great job!
