I have developed my own list of 22 Core Competencies of Successful Salespeople, with some details that clarify the content, contest, and some sub-text of those competencies.

1. Develops Written Goals and Objectives:
 Clear.
 Specific.
 Realistic and attainable.
 Measurable.
 Compelling.
 Time-related.
 Is committed to them.
 Has internalized them.

2. Follows Their Plans of Written Goals and Objectives:
 Knows what must be done.
 Knows why things must be done.
 Has developed action plans.
 Follows action plan.
 Has determined probable and possible obstacles.
 Has determined likelihood and importance of each obstacle.
 Has a plan to deal with each obstacle.
 Has intermediate checkpoints. (uses in-process checkpoints and uses them)
 Debriefs daily.

3. Maintains a Positive Attitude:
 About self.
 About company.
 About marketplace.
 About learning.
 About growing.
 About value of what they have to offer.
 About value of what company has to offer.

4. Takes Responsibility:
 Doesn’t externalize (doesn’t blame others, company, prospect, their past, etc.).
 Knows it’s up to them.
 Knows the only things they can control are their activity or behavior and their attitude.
 It’s OK to “fail” if it is a learning experience that leads to future success.
 Doesn’t play psychological games such as:
 “If it weren’t for you …”
 “Ain’t it awful? Yes but . . . ”
 “Kick me.”
 And other dysfunctional “activity traps” . . .
 Does the behavior or activity that is needed at the appropriate times.
 Learns from inappropriate behavior or activity.
 Accepts challenges.
 Doesn’t rationalize.

5. Demonstrates Strong Self-confidence:
 High self-image.
 Is not overly effected by what others think.
 Understands that getting a “no” is usually a good thing.
 Doesn’t take a “no” as a permanent failure.
 Learns from each activity or behavior they perform.
 Realizes that there is a lot to learn and it’s OK not to be perfect.
 Understands that the most appropriate “role” failure is a good way to grow and that does not inherently affect how they should feel about themselves.

6. Possesses Supportive Beliefs or Belief Systems; (is self-affirming):
 OK to hear no.
 OK to fail.
 OK not to get approval.
 OK if I upset someone.
 Calls at the right levels.
 Knows she or he has “rights.”
 Has a self-image of 10 (on a scale of 1-10).

7. Controls Their Emotions:
 Controls ones own emotions.
 Is not lost for words.
 Doesn’t take things personally.
 Knows what to say or do at the appropriate time.
 Is a “third party” at the event.
 Is prepared for what ever the prospect does.
 Doesn’t panic.
 Doesn’t become excitable.
 Doesn’t strategize “on the fly.”
 Stays in the moment.
 Doesn’t over analyze.

8. Doesn’t Need External Approval:
 Will ask the tough questions.
 Will go for “no.”
 Will bring things to closure.
 Won’t accept “wishy-washy” statements.
 Will confront.
 Gets good “up-front contracts.”
 Gets “personal needs” met outside sales.
 Deals with stalls and put-offs.

9. Recovers Well from Rejection:
 Doesn’t affect their self-image.
 OK with “no.”
 Understands that they aren’t being rejected personally.
 Willing to put themselves in “high risk scenarios.
 Puts last episode quickly behind them.
 Probes for alternatives.
 Offers options.

10. Comfortable Talking about Money:
 Able to bring it up in interview.
 Brings it up timely.
 Knows what prospect will invest before they present solution.
 Knows and believes how important margins and profitability are for an account.

11. Supportive of the Prospects, Departments, Company’s, or Industries Buy Cycle:
 Make quick decisions about personal purchases when they find what they want.
 Establishes goals for what they want.
 Doesn’t care much about price when they buy.
 For a major purchase (other than a car) they usually shop only one store.
 A major purchase is usually over $1000.
 Usually doesn’t do research for a major purchase.
 A major purchase usually takes less than a day.

12. Prospects Consistently and Effectively:
 Knows how many calls they have to make daily.
 Makes the agreed upon calls.
 Is on track number of calls wise.
 Debriefs calls daily.
 Learns “lessons” from each call.
 Is proactive at getting referrals (has a plan).

13. Reaches Decision Maker and Key Recommenders:
 Goes for the top.
 Gets past gatekeeper.
 Able to talk the decision maker’s language.
 Is comfortable talking to tough decision-makers.
 Is not intimidated by them.
 Gets their attention.
 Get appointments.

14. Poses Questions and Listens to Responses Effectively:
 Helps prospect do the talking.
 Knows what questions to ask.
 Asks lots of How and Why questions.
 Knows why they are asking them.
 Knows the “pains” your company can solve.
 Doesn’t get emotionally involved.

15. Develops and Maintains Rapport Throughout:
 Helps prospect to relax.
 Gains comfort level.
 They are relaxed themselves.
 Knows when they don’t have rapport.
 Shares with prospects when they sense that they might be uncomfortable.
 Deals with problems up-front.
 Establishes good up-front contracts.
 Displays sincerity, trust, believability, warmth and trust.

16. Uncovers the Actual Budgets:
 Is able to establish what prospect has in the budget.
 Helps prospect discover what they are willing to invest.
 Is able to help prospect quantify their “pains.”
 Helps prospect find the money if they don’t have it.
 Helps prospect gain conviction that they must spend it or closes the file.
 Is creative in helping prospect overcome their concerns about investing what it will take.
 Is firm when it comes to money.
 Sells Vs Negotiating.

17. Discovering Why Prospects do Buy and Why They Don’t Buy:
 Has taken the capabilities of the company and translated this information to questions that will elicit pain.
 They understand their prospects business and the related pains.
 Has internalized the “pain finding” questions.
 Has internalized the “pain funnel” questions.
 Helps prospect discover their own “pain.”
 Is not afraid to ask the tough questions.
 Doesn’t solve problems before their time.
 Helps prospect to “own” their pain.
 Gets 3rd or 4th degree pain.
 Makes sure there are compelling reasons to buy.
 Gets prospect to quantify the pain.
 Will attempt to “close the file” if there is no pain.
 Gets to the business results and personal wins of the prospect.
 Doesn’t do “dog and pony shows.”

18. Qualifies Proposals & Quotes:
 Knows when to bail out.
 Gets to all the key players.
 Knows decision criteria.
 Helps influence decision criteria.
 Knows where he or she stands all the way.
 Understands what it costs to play in the game.
 Asks the “right questions” before they complete the quote.
 Is willing to walk away.
 Knows decision making process.
 Knows for sure how well bases are covered with each buying influence.
 Knows the time line for decision.
 Knows the probability of sale.
 Knows the probability of your company getting the deal.
 Knows how they stand against the competition.
 Has inside “white knights” (coaches, champions) in all their accounts.
 Always knows what will happen next.
 Good “Up-Front” contracts.
 Deals with potential concerns, apprehensions and potential risks prospect may have.
 Has qualified for money.
 Doesn’t have “happy ears.”

19. Gets Commitments and Gets Decisions:
 Knows how to get a “monkey’s paw.”
 Has good “Up-Front” contracts.
 Gets yes or no decisions.
 Doesn’t “roll over” when they get a “no”.
 Finds out the “conviction” level.
 Is willing to hear “no.”
 Always knows what will happen next.

20. Possesses a Very Strong Desire for Success:
 Has clearly specified, written goals.
 Is “money” motivated.
 Willing to take risks.
 Has the incentive to perform tasks that may be uncomfortable.
 Is self-motivated.
 Undying urge to become the best.

21. Maintains a Strong Commitment to Do What It Takes to Achieve Success:
 Is a winner.
 Does what non-winners won’t do.
 Is willing to risk.
 Will put themselves in “high risk” situations.
 Willing to force a “no” from the prospect.
 Unconditional even if: afraid, uncomfortable, or in disagreement over goal.

22. Can Demonstrate a Track Record of Successful Sales Performance:
 Has a track record of successful performance.
 Possess proof of relevant past sales successes.
 The percentage of relevant sales time rated with the top 10%.
 The percentage of relevant sales time rated with the top 25%.

Did I miss anything?

All the Best!

Ray “VirtualRecruiter” Towle

Thank you for the great article. Could you share your thoughts regarding the use of personality screening tests with regards to incorporating them in the sales interview process? The first example that comes to mind is Stryker Corporations use of Gallup. I look forward to your thoughts.

~Eli