Unfortunately, the reality is that 87% of the average company's profits are based on the efforts of 13% of its sales people.
A study conducted by Steve W. Martin of the USC Marshall School of Business found seven personality traits that top sales managers possess:
Modesty: 91% of successful managers turned out to be humble and simple people.
Conscientiousness: 85% named a sense of duty, as well spain phone number data as responsibility and reliability, among their main qualities.
Achievement orientation: 84% enjoy achieving their goals and improving their skills.
Curiosity: 82% have a high desire to learn.
Low sociability: The best managers are, on average, 30% less sociable than their peers.
Shyness: Only 5% showed high levels of self-confidence.
Optimism: Only 10% of top managers tend to become despondent and give up in difficult situations.
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The best results are achieved by those managers who pay great attention to the needs of clients:
Not all salespeople show genuine interest in their clients - only 61%. However, they are the ones who meet their sales quota 28% more often.
The best managers are 205% ahead when it comes to lead qualification.
40% of companies do not have a clear sales playbook that describes step-by-step the technology for closing a deal. Managers who follow a specific scenario achieve their goals 33% more often than others.
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The secret to the success of talented managers is direct interaction with decision-makers: only 52% of professionals can boast of their ability to establish connections with key figures in client companies, and the best of them achieve a positive response in 60% of cases.