author-matt-hermanThe world of sales can be brutally competitive. Companies simply can not survive unless they close a significant number of profitable sales – that’s a given. As a direct result, the demand for great sales professionals has grown to unprecedented heights over recent years. The simple reality is this: strong sales professionals drive new revenue.

The challenge for most companies is finding the right talent to fill their rosters. A candidate that possesses a stellar resume and looks great on paper doesn’t always translate to sales success. That is why identifying sales skills during the interview process is one of the most significant challenges companies face. All too often, candidates are not screened properly and the blame falls on the shoulders of recruiters, human resources, and sales management. When a bad hire is made, companies often experience a significant setback, and in severe cases, stand to lose tens of thousands of dollars along the way.

It is crucial to make the right hire; that is why Matthew James Media Company, LLC has developed a screening process that will assist you in the selection process by identifying critical sales skills, business astuteness and recognizing a candidate’s intangible abilities. 

Unseen Power: 12 intangible sales skills that will bring your organization to the next level

Here are the 12 intangible skills that successful sales candidates must have in order to bring your organization to the next level:The Game of Busines to Business Sales

1. Ambition.

A Significant level of motivation, fortitude and impeccable work ethic is essential for success in any profession. Keep in mind that a relatively young candidate with no kids, who grew up in an affluent household and possesses a four-year degree from an esteemed university, may surprisingly have far less ambition and fortitude than that of a single mother with a junior college degree. When it comes to finding a strong sales candidate, personal characteristics and background don’t often matter much; what does matter is their drive.


2. Determination.

Evidence of determination is what Mort Zuckerman, CEO of Boston Properties, says he looks for in a job candidate. You should, too.

3. Excellent communication skills.

Without stellar communication skills, a sales professional cannot build trust.  A strong sales professional will always possess strong listening, verbal and written communication skills.


4. Relationship/trust building.

Win the client’s trust and win the business – that’s the golden rule of sales. One’s ability to connect with clients on a personal level is key to their ability to close the sale. Sales professionals  must illustrate an ability to naturally build critical relationships and develop strategic partnerships with new prospects and current clients. 

Place a classified ad5. Empathy.

Sales professionals must be empathetic (compassionate) to the needs of their clients, which includes aligning their goals with those of their clients.

6. Intuition.

Some of the most successful entrepreneurs, business leaders and innovators in recent times – including Oprah, Richard Branson, Jack Welch, Bill Gates and Donald Trump – have all admitted that intuition played a significant role in their overall success.

7. Leadership qualities.

Great leaders are always successful. People will (and like to) follow those who are strong in their convictions and believe in what they’re doing (purpose, product, service, etc.).

8. Competitive spirit.

In order to survive in a competitive business environment, a sales professional must possess a tenacious drive to win.

9. Passion.

To be successful in sales, one must be passionate about:

• Winning clients’ trust. (Winning trust equals winning business!)
• Improving clients’ or prospective clients’ businesses.     
• Understanding clients’ challenges and unique business environments.
• Helping clients grow their business with unique service offerings and products.
• Their organization’s core values, beliefs, products, and services.
• Improving every day. 


10. Strategic thinking.

Strategic thinkers are always several steps ahead of the competition.

11. Lack of contentment.

I’m extremely content in my marriage and also with many of my personal relationships with friends and family. But, in business, one should never be content. Professionals, especially those in sales, should always strive to improve. It’s absolutely vital that sales professionals stay hungry and focused on driving new revenue. I’ve seen too many sales professionals experience success only to become comfortable, and immediately, contentment sets in. When contentment sets in, it can violently strike a professional’s career like a horrible plague. The end result? A hungrier competitor will reap the rewards! A good candidate will show promise that he or she will not grow content, but continue to seek improvement.

12. Business astuteness.

Does the job candidate understand EBIDTA and IRR margins? Do they understand market trends and how the financial markets work? Are they privy to private equity and venture capital? Do they understand the principals of macro and micro economics? What business publications do they read? A great sales professional simply understands how the business world works. Be sure the ones you hire know about the world in which they are applying to work.

One thing is for certain: a great sales professional doesn’t learn intangibles skills in a college lecture hall. Intangible skills are part of an individual’s DNA; they are learned through life’s experiences, maturity, failures and successes. And remember, an older professional doesn’t always mean a more mature professional. Age and education won’t always define the best candidate to add to your sales team, but one who possesses these 12 critical intangible sales skills will surely bring your business to the next level.

Add comment
  • No comments found
IMAGE A Poltergeist in the Office?
Oct 06, 2014
        Title: A Poltergeist in the Office? Subtitle: How negative energy can destroy an office environment and threaten a company’s culture. Written by Matthew J. Herman (Published Oct. 5, 2014) In spirit of the Halloween... Read More...

IMAGE How do you define success?
Sep 24, 2013
Success is often defined by the eyes of the beholder; however, how an individual defines success is a telling indicator of a person’s inner motivation, character, maturity or lack thereof.  As a teenager and even into my early twenties, I... Read More...

IMAGE The John Elway Sweepstakes: Having the right C-Level relationship puts you ahead of the competition
Sep 16, 2013
        The John Elway Sweepstakes Having the right C-Level relationship puts you ahead of the competition By Matthew Herman You may be asking yourself, what does John Elway have to do with sales, entrepreneurship or business?... Read More...

IMAGE Twitter thoughts and Twitter thinking. Tweet and Re-Tweet.
Jun 2013
Most people reading this have never tweeted. (You included?) On the off chance that you have tweeted, my guess is you have less than 5,000 Twitter followers – maybe less than 500.Whatever your situation is there’s no denying that Twitter is a... Sign Up to Read More ...

IMAGE Terrance Gilmore, Fitness Advice from a Former Fat Guy
Jun 2013
My Story: As I sat there, head in hands, tears running between my fingers, a single question repeated in my mind, like the light atop a lighthouse, it spun around and around in my mind. How did I let myself get here? At 27 years old, I should be... Sign Up to Read More ...

IMAGE A misguided post about features and benefit selling
Jun 2013
Last week I was sitting down at the kitchen table responding to several inquiries regarding my book. After roughly 45 minutes, my focus started to drift off course. I began to read random posts from professionals that comprise my LinkedIn network.... Sign Up to Read More ...

IMAGE When you walk in empty headed, you walk out empty handed.
Jun 2013
How much of your presentation is “standard”? Whether you sell a product or service, whether it’s simple or sophisticated, how much (what percentage) of your presentation is the way you usually present it? Void of personalization? Void of... Sign Up to Read More ...

IMAGE Developing a New Approach that worked for me.
Jun 2013
Developing a New Approach: The 12 Key Elements of Sales Success About six years ago I hit a wall in my career. I was making my sales numbers, but I thought I could improve my production. I was roughly seven years into my selling career and knew a... Sign Up to Read More ...

SJ Latest Articles

IMAGE To ensure promptness. By Jeffrey Gitomer
Oct 2014
  To ensure promptness. An old and new tradition. By Jeffrey Gitomer Ever leave a tip? Sure you have. And most of the time, the amount of the tip is based on the perceived service or quality. Sometimes it’s a combination of qualities: food... Sign Up to Read More ...

IMAGE Tough sales issues, and not so tough (but not so easy) answers.
May 2014
                Tough sales issues, and not so tough (but not so easy) answers.   By Jeffrey Gitomer   Thee 3.5 biggest issues facing salespeople today are: 1. Price integrity. 2. Customer loyalty.... Sign Up to Read More ...

IMAGE How to Develop a Powerful B2B Value Proposition By Ian Dainty
May 2014
    How to Develop a Powerful B2B Value Proposition By Ian Dainty   Developing a powerful B2B Value Proposition will differentiate your company from your competition. If you are having trouble differentiating your business from... Sign Up to Read More ...

IMAGE Question and Answer By Dave Kahle
May 2014
  Question and Answer           Clearly, spreading the business around between several vendors is the customer's philosophical approach to purchasing.  He/she probably has arrived at this... Sign Up to Read More ...

IMAGE Can Sales Management Increase Results? Bob Urichuck
Apr 2014
       Can Sales Management Increase Results? By Bob Urichuck Organizations often promote the best salespeople into management whether they desire to be there or not—it is seen as a promotion or reward for the results they... Sign Up to Read More ...

For Entrepreneurs

Starting a Business
Aug 2013
As entrepreneurs, we believe our idea or new business venture is going to work. But then we let our fears come in and rob us of our success. Here are three insights that can help you stay on track... Sign Up to Read More ...

IMAGE Forget diversification. Create new market segments.
Jun 2013
Let’s brainstorm for a moment and consider luxury automobiles. Think about brands such as Mercedes, BMW, AUDI, Cadillac, Lexus, Jaguar and Lincoln. Then you have your super luxury brands, like... Sign Up to Read More ...

IMAGE Attention entrepreneurs who are seeking funding!
Jun 2013
Consider the following before you meet with Angel, Venture, or Private equity investors. I often daydream about the opportunities so many start-up businesses had during the tech boom of the late 90s.... Sign Up to Read More ...

On Leadership

IMAGE Leadership actions that are not an option for leaders.
Sep 2013
Leadership actions that are not an option for leaders. “Where’s the action? Where’s the game?” is a line in the song “Oldest Established” from the immortal Broadway show (and my personal... Sign Up to Read More ...

IMAGE A Quote from John C. Maxwell
Jun 2013
"Anyone can steer the ship, but it takes a leader to chart the course."- JOHN C. MAXWELL, The 21 Irrefutable Laws of Leadership Sign Up to Read More ...

Motivational Quote of the Week

IMAGE “Be all that you can be”
Jun 2013
Written Emelio Sebastian We have all heard the Army’s famous commercial slogan, “Be all that you can be…in the Army”. The implication here is that you have not yet become all that you can be,... Sign Up to Read More ...

Matthew-James-Media-Company FINALLOGO-white

 

©The Sales Journal/Matthew James Corporation. All Rights Reserved.
Website Powered by VMC Art & Design, LLC