Welcome!

PHP Authors: Liz McMillan, Carmen Gonzalez, Hovhannes Avoyan, Lori MacVittie, Trevor Parsons

Related Topics: PHP, Agile Computing

PHP: Article

The Ten Attributes of a Magnetic Sales Professional

Building the High Performance Sales Team

Google “what it takes to be a successful salesperson” and one will get 121,000 different perspectives on what it takes to be one. However, in today’s competitive landscape what companies are truly looking for is, the rare individuals who can overachieve the sales and revenue goals, retain and increase the share of wallet of the existing client base and have the ability to drive new business in the unsold prospect arena.

Sales Organizations want Magnetic Sales Professionals not simply, successful sales associates. They want individuals who will create a positive legacy and at the same time provide sales results without compromising profits. The attributes of this rare sales specimen are wider, deeper and broader than the average or sales all star which include:

  1. Leadership - Magnetic Sales Professionals view themselves as business franchisees, their territories as a franchise, their company as the franchiser. Their peers want to emulate them, clients and prospects want to conduct business with them and management wants to promote them. They are also known as catalyst, who are always trying new ideas and they are creative visionaries in their approach to running their franchise. The Magnetic Sales Professionals are elite leaders who provide leadership to everyone they encounter. People are drawn to them and silently want to be like them.
  2. Passion – Magnetic Sales Professionals are passionate about the craft of sales. They are as proud to be in their field of endeavors as any Doctor, Lawyer or CPA professionals is of theirs. They are consumed with getting better and are equally passionate about their product and service offerings, and the company they represent. Their passion is contagious to their teammates and superiors and this passion creates intrigue from prospects. Clients are actually proud to express that they are a partner/client with such an individual.
  3. Confident and Optimistic - Magnetic Salespeople are not arrogant but they are confident in their own abilities. They truly believe they are a valuable person regardless of how much they have sold. Magnetic Sales Professionals are careful to not base their own value on everyone else’s expectations but rather, on their own respective abilities. They accept the fact that sales is a grindstone but instead of letting the profession grind them down, they let the grindstone, polish them up! The Magnetic Sales Professional is one who makes others around them better. They have the uncanny ability to always make others feel encouraged, they are sincere and they are genuine.
  4. Humble - Magnetic Sales Professionals understand that, there is about a quarter of an inch between being a hero or an idiot (Bull rider’s Creed). They maintain a healthy dose of “humble confidence” regardless of the circumstance. Magnetic Sales Professionals are even-keel regardless, if they’ve experienced a successful ride or been bucked off by the competition or situations beyond their control.
  5. Trusting and Trustworthy – People don’t see the world the way that it is, they see it the way that they are (Gandhi)). Magnetic Salespeople adhere to this philosophy. They trust others because they themselves have earned the reputation as being trustworthy from clients, prospects and their teammates, alike. By operating from this stance of trust they spend more time focusing on healthy solution strategies instead of, wasting energy on internal/external politics or personality differences.
  6. Effective Communicators – Magnetic Sales Professionals practice what they are going to say and how they are going to say it because they realize the value of being able to communicate effectively is a major key to their success. They are known to turn off the radio and mute their phones while en-route to their meetings because they are keenly aware that the key to attaining a perfect call is, to first have a perfect practice. Magnetic Sales Professionals are equally adept at communicating respectfully, to all associates within their own organization.
  7. Effective Listeners- Magnetic Sales Professionals never confuse verbosity with being a good communicator. They are active listeners who know that a successful mission to unearth the business pains of a client is in direct proportion to how well, they listen – not how much they communicate.
  8. Competitive - Magnetic Sales Professionals love to compete but do so, in a healthy manner. They don’t let their love of competition become detrimental to their relationships with their peers, nor does it consume the Magnetic Sales Professional, to the point of, creating additional pressure for them to perform. Magnetic Sales Professionals don’t let the pressure of competition exceed the pleasure of competition.
  9. Strong Work Ethic - Magnetic Sales Professionals are similar to a successful farmer. They know that to have a successful harvest they must first, successfully plant the seeds of opportunity, fertilize the pipeline, weed out the competition, and carefully and methodically cultivate relationships throughout the growing season. Like the farmer they know too that, despite doing all the right things that a hailstorm (product failure, catastrophic economic events, etc.) can severely impact their yield but they accept the fact that if they don’t work hard – they would have to rely upon osmosis or luck. For the Magnetic Sales Professional osmosis is analogous to laziness and it is not in their vocabulary!
  10. Dedicated to Learning – Magnetic Sales Professionals assume, that if they aren’t ripe and growing, they will soon become stale and rotten. They are voracious readers of articles and books related to their craft, are keen observers of the habits and style of other successful individuals, and in turn they humbly and eagerly apply what they have observed to their own skill sets. They study their client’s business (as well as their clients competition) with equal fervor as that of increasing their knowledge about their own product offering, and they are knowledgeable about the latest trends in the marketplace and industry.

Organizations that are committed to hiring the Magnetic Sales Professional, or to coaching the Sales Star Performers to becoming such an individual, optimize their sales and revenue performance, increase their client retention and wallet share and enjoy the rewards of converting more prospects to clients. Having Magnetic Sales Professionals creates an unshakable foundation that is deeper, wider and broader than those who adhere to; the good advise shared in the 121,000 different perspectives of what it takes to be a successful salesperson.

More Stories By Lee Novak

Lee Novak is a twenty-five year Sales Management Executive who uses a proven people-first, client-first philosophy. Lee has a reputation for building teams that not only are high performance groups but also who do business the right way, at the right time and for the right reasons. He is the recipient of numerous awards for his sales leadership, innovativeness and measured performance, while working in various Executive roles at ADP Dealer Services (a Fortune 500 company in the technology and service sector) for twenty one years - where he was responsible for over $ 600,000,000 in revenue during his tenure. Lee is currently Partner at Novak Enterprise Consulting which focuses on Sales Management Coaching, Associate Development, Improving Sales Performance and Life Enrichment Coaching and he is a respected keynote speaker for corporate and award banquet events.

Comments (0)

Share your thoughts on this story.

Add your comment
You must be signed in to add a comment. Sign-in | Register

In accordance with our Comment Policy, we encourage comments that are on topic, relevant and to-the-point. We will remove comments that include profanity, personal attacks, racial slurs, threats of violence, or other inappropriate material that violates our Terms and Conditions, and will block users who make repeated violations. We ask all readers to expect diversity of opinion and to treat one another with dignity and respect.


@ThingsExpo Stories
BnkToTheFuture.com is the largest online investment platform for investing in FinTech, Bitcoin and Blockchain companies. We believe the future of finance looks very different from the past and we aim to invest and provide trading opportunities for qualifying investors that want to build a portfolio in the sector in compliance with international financial regulations.
In his keynote at 18th Cloud Expo, Andrew Keys, Co-Founder of ConsenSys Enterprise, provided an overview of the evolution of the Internet and the Database and the future of their combination – the Blockchain. Andrew Keys is Co-Founder of ConsenSys Enterprise. He comes to ConsenSys Enterprise with capital markets, technology and entrepreneurial experience. Previously, he worked for UBS investment bank in equities analysis. Later, he was responsible for the creation and distribution of life settle...
Imagine if you will, a retail floor so densely packed with sensors that they can pick up the movements of insects scurrying across a store aisle. Or a component of a piece of factory equipment so well-instrumented that its digital twin provides resolution down to the micrometer.
"IBM is really all in on blockchain. We take a look at sort of the history of blockchain ledger technologies. It started out with bitcoin, Ethereum, and IBM evaluated these particular blockchain technologies and found they were anonymous and permissionless and that many companies were looking for permissioned blockchain," stated René Bostic, Technical VP of the IBM Cloud Unit in North America, in this SYS-CON.tv interview at 21st Cloud Expo, held Oct 31 – Nov 2, 2017, at the Santa Clara Conventi...
When shopping for a new data processing platform for IoT solutions, many development teams want to be able to test-drive options before making a choice. Yet when evaluating an IoT solution, it’s simply not feasible to do so at scale with physical devices. Building a sensor simulator is the next best choice; however, generating a realistic simulation at very high TPS with ease of configurability is a formidable challenge. When dealing with multiple application or transport protocols, you would be...
Nordstrom is transforming the way that they do business and the cloud is the key to enabling speed and hyper personalized customer experiences. In his session at 21st Cloud Expo, Ken Schow, VP of Engineering at Nordstrom, discussed some of the key learnings and common pitfalls of large enterprises moving to the cloud. This includes strategies around choosing a cloud provider(s), architecture, and lessons learned. In addition, he covered some of the best practices for structured team migration an...
In his session at 21st Cloud Expo, Raju Shreewastava, founder of Big Data Trunk, provided a fun and simple way to introduce Machine Leaning to anyone and everyone. He solved a machine learning problem and demonstrated an easy way to be able to do machine learning without even coding. Raju Shreewastava is the founder of Big Data Trunk (www.BigDataTrunk.com), a Big Data Training and consulting firm with offices in the United States. He previously led the data warehouse/business intelligence and B...
No hype cycles or predictions of a gazillion things here. IoT is here. You get it. You know your business and have great ideas for a business transformation strategy. What comes next? Time to make it happen. In his session at @ThingsExpo, Jay Mason, an Associate Partner of Analytics, IoT & Cybersecurity at M&S Consulting, presented a step-by-step plan to develop your technology implementation strategy. He also discussed the evaluation of communication standards and IoT messaging protocols, data...
Smart cities have the potential to change our lives at so many levels for citizens: less pollution, reduced parking obstacles, better health, education and more energy savings. Real-time data streaming and the Internet of Things (IoT) possess the power to turn this vision into a reality. However, most organizations today are building their data infrastructure to focus solely on addressing immediate business needs vs. a platform capable of quickly adapting emerging technologies to address future ...
Product connectivity goes hand and hand these days with increased use of personal data. New IoT devices are becoming more personalized than ever before. In his session at 22nd Cloud Expo | DXWorld Expo, Nicolas Fierro, CEO of MIMIR Blockchain Solutions, will discuss how in order to protect your data and privacy, IoT applications need to embrace Blockchain technology for a new level of product security never before seen - or needed.
Leading companies, from the Global Fortune 500 to the smallest companies, are adopting hybrid cloud as the path to business advantage. Hybrid cloud depends on cloud services and on-premises infrastructure working in unison. Successful implementations require new levels of data mobility, enabled by an automated and seamless flow across on-premises and cloud resources. In his general session at 21st Cloud Expo, Greg Tevis, an IBM Storage Software Technical Strategist and Customer Solution Architec...
Coca-Cola’s Google powered digital signage system lays the groundwork for a more valuable connection between Coke and its customers. Digital signs pair software with high-resolution displays so that a message can be changed instantly based on what the operator wants to communicate or sell. In their Day 3 Keynote at 21st Cloud Expo, Greg Chambers, Global Group Director, Digital Innovation, Coca-Cola, and Vidya Nagarajan, a Senior Product Manager at Google, discussed how from store operations and ...
A strange thing is happening along the way to the Internet of Things, namely far too many devices to work with and manage. It has become clear that we'll need much higher efficiency user experiences that can allow us to more easily and scalably work with the thousands of devices that will soon be in each of our lives. Enter the conversational interface revolution, combining bots we can literally talk with, gesture to, and even direct with our thoughts, with embedded artificial intelligence, whic...
We are given a desktop platform with Java 8 or Java 9 installed and seek to find a way to deploy high-performance Java applications that use Java 3D and/or Jogl without having to run an installer. We are subject to the constraint that the applications be signed and deployed so that they can be run in a trusted environment (i.e., outside of the sandbox). Further, we seek to do this in a way that does not depend on bundling a JRE with our applications, as this makes downloads and installations rat...
Widespread fragmentation is stalling the growth of the IIoT and making it difficult for partners to work together. The number of software platforms, apps, hardware and connectivity standards is creating paralysis among businesses that are afraid of being locked into a solution. EdgeX Foundry is unifying the community around a common IoT edge framework and an ecosystem of interoperable components.
DX World EXPO, LLC, a Lighthouse Point, Florida-based startup trade show producer and the creator of "DXWorldEXPO® - Digital Transformation Conference & Expo" has announced its executive management team. The team is headed by Levent Selamoglu, who has been named CEO. "Now is the time for a truly global DX event, to bring together the leading minds from the technology world in a conversation about Digital Transformation," he said in making the announcement.
In this strange new world where more and more power is drawn from business technology, companies are effectively straddling two paths on the road to innovation and transformation into digital enterprises. The first path is the heritage trail – with “legacy” technology forming the background. Here, extant technologies are transformed by core IT teams to provide more API-driven approaches. Legacy systems can restrict companies that are transitioning into digital enterprises. To truly become a lead...
Digital Transformation (DX) is not a "one-size-fits all" strategy. Each organization needs to develop its own unique, long-term DX plan. It must do so by realizing that we now live in a data-driven age, and that technologies such as Cloud Computing, Big Data, the IoT, Cognitive Computing, and Blockchain are only tools. In her general session at 21st Cloud Expo, Rebecca Wanta explained how the strategy must focus on DX and include a commitment from top management to create great IT jobs, monitor ...
"Cloud Academy is an enterprise training platform for the cloud, specifically public clouds. We offer guided learning experiences on AWS, Azure, Google Cloud and all the surrounding methodologies and technologies that you need to know and your teams need to know in order to leverage the full benefits of the cloud," explained Alex Brower, VP of Marketing at Cloud Academy, in this SYS-CON.tv interview at 21st Cloud Expo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clar...
The IoT Will Grow: In what might be the most obvious prediction of the decade, the IoT will continue to expand next year, with more and more devices coming online every single day. What isn’t so obvious about this prediction: where that growth will occur. The retail, healthcare, and industrial/supply chain industries will likely see the greatest growth. Forrester Research has predicted the IoT will become “the backbone” of customer value as it continues to grow. It is no surprise that retail is ...