There are quite a few qualities that distinguish an average salesperson from a good one
. Make sure to be aware of these too! Power to compete
Salespeople who perform well constantly strive to improve.
They aim to surpass the results from the previous quarter and take the top spot on the sales performance board. However, they don't let the competition consume them to the point where they stop working as a team or become a negative influence at work.
Examining a candidate's prior experiences will help determine their competitive position. Investigate candidates' motivations by asking them questions. They may be a good fit if they convincingly express a desire to excel in whatever they do. Consistency
It's likely not what you believe it is that separates an average salesman from an exceptional salesman. The general belief is that excellent salespeople are gregarious, polished, charming appointment bookers.
The truth is far more monotonous. Consistency
is the key distinction between outstanding salesmen and average salespeople.
So what does consistency require? Patience with yourself and with others
This concept is difficult to grasp for some people because "patient" salespeople are not a dime a dozen. But it takes dedication to get started in any sector where consulting is necessary.
Nurses, doctors, psychiatrists, and financial advisors are examples of consultative occupations that need patience with their clients.
While a job in sales doesn't directly compare to these life-altering professions, it does share one crucial aspect in common: it involves healing pain. Patience is not just necessary, it is essential in treating pain
A patient SDR who enjoys his job will automatically perform his strategy constantly, not give up after small failures, and throw everything over.
Try to find these qualities in your next job interview with an SDR candidate. Be it through concrete questions or asking for examples of how they solved a situation by being patient. Willingness to grow
Good sales reps dislike passivity. They realize there's always room for development.
In sales, slipping into passivity is simple. Reps might get into a routine or daily rhythm that works for them and refrain from adopting new procedures, approaches, or tactics that might enhance their efforts. A good salesperson is open to new ideas
. They are constantly learning and incorporating new strategies that could advance their careers as salespeople. This can entail switching to a more customer-centric sales practice or experimenting with different messages during sales conversations.
Excellent sales representatives are willing to keep up with new tactics that can help them advance to the next level, even though not everything they do will be successful. A high degree of empathy
A good SDR has the ability to empathize
with their prospect and understand their problems. Above all, a good sales rep knows how the prospect feels.
But empathy requires vulnerability and emotional intelligence. To understand someone from their point of view, you must be able to put yourself in their shoes, leaving behind your own attitudes and prejudices.
The same counts for an SDR and their prospects.
This requires more than just understanding another person's reality. Empathy is crucial for sales professionals since there can be no trust without a relationship.
An SDR doesn't need a degree in psychology, but empathy goes a long way to establish trust. Are you aware of this?
The regional job market can be quickly exhausted if you are looking for the best of the best.
With SDRs, there is the particularity that many of them work remotely
, and do so excellently. This is often because the next interesting job role is simply too far away from the current place of residence for some sales reps.
If you've been looking for an SDR for a while, it's probably because the sales rep can also work remotely. At 100% on-site, you have access to a small talent pool.
The best SDRs are spread all over the world and only work remotely. Why?
Because the job does not require any location other than wifi and a computer.
Many people enjoy spending time with family and friends because they don't have to commute and have the freedom of flexible work hours.
Studies also show that productivity does not suffer under this condition.
Be open to a remote sales rep if you're looking to hire high-quality talent.