Great Products Don't Sell Themselves, Great Salespeople Do

I call BULL$HIT on that. Sure, you need to start with a great product in order for your company or startup to get off the ground. But, you will also need phenomenal salespeople to reach and appeal to buyers who won’t be swayed by just product features.

Sales, along with Marketing, are there to show prospects just how innovative your SaaS product truly is, and why it’s worth paying for. The best sales reps do this with ease — however they’re not the majority. And of course, as a sales leader, you’re always looking to spot these top sales reps who can take your company to the next level.

So who are they? The product evangelists of the world. Those who can “sell ice to Eskimos”. As a software sales recruiter who talks with talented (and sometimes not-so-talented) people every day, let me tell you what I’ve seen…

They’ve got a hunter's mentality

I look for someone who is going to get excited about "the big catch"--someone who will prepare endlessly and wade through lots of information, contacts and leads in order to put themselves in a position to land as many large accounts as possible. Someone whose drive pushes them to never rest easy- and is always on the hunt for the next big deal.

They’re lazy (sometimes!), with a touch of ADD

Someone who wants to do things the easiest, but most effective way, AND has a history of great sales. Amazing salespeople are also lots of times kind of ADD.  Let them do their thing with their talent and ability to never take no as an answer. 

They’re persistent

Almost half of all salespeople quit after the first call. And most (90 percent) quit pretty soon after. Persistence, without coming across as a stalker or nuisance, is one of the most valuable traits a sales professional can have.  Many skills can be taught, but consistency and follow-up have to do with discipline. Tip: See how they handle your objections during the interview process. If they argue with you, you've got a real salesperson.

They’re intelligent, personable and driven

A salesperson can always learn about the products or industry they’re selling, but it's not so easy to learn how to connect with people and get others to like them. Bottom line-if you’re not likeable, it’s a heck of a lot harder to make sales.

They’re resilient

This is one of the most important traits: How a sales pro deals with rejection. Rejection is a huge part of sales, especially when dealing with cold leads. A great salesperson isn't easily discouraged, and won’t let the rejection affect them personally.

Bottom line-having a great product/service and marketing isn’t enough. It also needs to be found by the right people who are interested in it. Having the skills to make that happen is what separates the average salespeople from the greats.

TELL ME ABOUT THE TALENT OR JOB YOU’RE LOOKING FOR.                                                                                                    Get in touch with me today!