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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.

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