7 PERSONALITY TRAITS OF TOP SALESPEOPLE

Question 1

What are the 7 Personality Traits of top salespeople as elucidated upon by Steve Martin, HBR?

*MCACGDSC
Boy: My Cock Achieves Cockiness
Ex GF: (Lacks) Greatness (Lacks) Definitely (Lacks) Soundly Cums.

Answer 1

1. Modesty
2. Conscientousness
3. Achievement Orientation
4. Curiosity
5. Lack of Gregariousness
6. Lack of Discouragement
7. Lack of Self Consciousness

Question 2

What percentage of sales people have medium to high scores of humility?

Answer 2

91%

Question 3

What is the selling style impact for MODESTY?

Answer 3

Team Orientation: Position the team that will help them win the account as a centerpiece.

Question 4

What percentage of top sales people have high levels of CONSCIENTOUSNESS?

Answer 4

85%

Question 5

Selling Style Impact of CONSCIENTOUSNESS

Answer 5

Account Control: Take control to control their own destiny.

Question 6

What percentage of top performers scored high in achievement orientation?

What does this mean?

Answer 6

84%

Fixated on goal orientation and continuously measure their performance in comparison to their goals.

Question 7

Selling Style Impact of ACHIEVEMENT ORIENTATION

Goal seeking behavior drives them to?

How do they approach the sale?

Answer 7

Political Orientation: Seek to understand politics of customer decision making.
Instinctively meet with key decision makers.

Strategize with people they are selling to and how the products fit into the organization instead of focusing on the functionality of products themselves.

Question 8

What percentage of top sales people scored high on curiosity?

Answer 8

82%

Question 9

What is the definition of curiosity?

Answer 9

Hunger for knowledge and information.

Question 10

What is the selling style impact of curiosity?

What does this correlate to?

What enviable trait does it lead to?

What do top salespeople want to know?

Answer 10

Inquisitiveness

An active presence during sales calls.

Ability to ask the difficult and uncomfortabel questions in order to close gaps in information.

Can they win business?
And the truth as soon as possible.

Question 11

What percentage of top sales people scored high in gregariosuness?

Answer 11

Top performers 30% less gregarious than below average performers.

Question 12

Selling style of Lack of Gregariousness:

Answer 12

Dominance

Question 13

How is dominance defined?

Answer 13

Ability to gain willing obedience such that the salesperson’s recommendations and advice are followed.

Question 14

What percentage of top sales people experience lack of discouragement?

Answer 14

Less than 10%

Question 15

Selling style impact of Lack of Discouragement?

Correlation between sports/athletes and sales performance?

Answer 15

Competitiveness

Ability to handle emotional disappointments, resilience from losses, and mentally prepare for next opportunity to compete.

Question 16

What percentage of salespeople lack self conciousness?

Answer 16

Less than 5% are self conscious.

Question 17

Selling Style Impact:

Answer 17

Aggressiveness.

Question 18

How is aggressiveness defined in this context?

Answer 18

Comfortable fighting for causes and not afraid of rankling customer in process. Action oriented and unafraid to call high in their accounts to courageously cold call new prospects.