5 Characteristics of Successful Salespeople

Author and businessman W. Clement Stone once said, “Sales are contingent upon the attitude of the salesman—not the attitude of the prospect.”  He's right.  Time and time again, research has shown that there are certain personality traits that enable great salespeople to sell to so-called difficult prospects.  The most successful salespeople display the following characteristics:

  1. Optimism.  Sales can be a difficult field but as Stone noted, attitude makes all the difference.  Optimistic salespeople don't conclude after 1 bad sales call that the rest of their week is likely to go the same way.  Instead, they understand that the occasional rejection is the nature of the business and continue to maintain a positive mindset.

  2. Confidence.  Confidence is oh-so-important in sales.  As Megan Ingenbrandt, marketing representative for Green Technology Services, explains, “All great salespeople have confidence.  If you don't believe in your product, you aren't going to make a customer believe in your product.  If you can confidently explain how your product or service is going to solve a problem for the customer, then you've got the customer in the palm of your hand.”

  3. Conscientiousness.  According to Entrepreneur, the American Psychological Association published a report concluding that the most successful sales reps are conscientious.  Essentially, they're organized, efficient, and take great pride in their work.

  4. Empathy.  Empathetic salespeople can identify with their prospects, making them feel heard and respected.  This fosters rapport, ultimately leading to higher sales numbers.

  5. Tenacious.  Research shows that 80% of prospects say “no” 4 times before saying yes.  However, most salespeople give up before getting to that yes.  In fact, 44% of salespeople give up just after hearing the first “no”!  A great salesperson is tenacious and doesn't quit at the first sign of disinterest.  

5 Fun Facts about Independence Day

While we tend to associate Independence Day with fireworks, barbecues, and parades, it wasn't always celebrated that way.  Back in 1776, some colonists commemorated the day by holding mock funerals for King George the III to symbolize the country's independence from the monarchy.  Times have certainly changed, haven't they?

Keep reading to learn other fun facts about one of America's favorite national holidays:

  1. Independence Day Is One of Our Booziest Holidays.  On July 4th, beer sales are greater than $1 billion.  Alcohol began to be associated with this holiday when George Washington issued his soldiers double rations of rum on the 4th to celebrate the country's independence.

  2. It's Also a Big Day for Hot Dogs.  So many hot dogs are consumed on the 4th that you could stretch them out from DC to Los Angeles 5 times and still have some hot dogs left over!

  3. If You Want to Eat Traditional Fare on the 4th, Opt for Turtle Soup.  While hot dogs, ribs, and burgers are what we typically eat on Independence Day, that's not how the holiday was initially celebrated.  According to Delish.com, rather than firing up grills, traditional Americans would get out their turtle-catching nets so they could make turtle soup.

  4. July 4th is Also the Date of Nathan's Famous Hot Dog Eating Contest.  Legend has it that this tradition began because 4 immigrants got into an argument over who was the most patriotic.  To prove their patriotism, they each ate as many hot dogs as they could.

  5. Most Countries Celebrate Some Type of Independence Day.  Independence Day isn't just celebrated here at home, it's also celebrated throughout the world.  Many countries celebrate a similar holiday with different traditions.  While we grill out and watch fireworks on the 4th, Mexicans celebrate with rodeos and bullfights on September 16th, whereas Indonesians climb greased palm trees to win prizes hung from trees on August 17th.

This concludes our fun 4th facts.  We hope you have a safe, enjoyable holiday.

Happy 4th of July from Scisbo! 

Thought For The Day

“The only teaching that a professor can give, in my opinion, is that of thinking in front of his students.”

Henri Lebesgue


5 Tips for Boosting Employee Job Satisfaction

Employee turnover is expensive.  While research is all over the map as to just how pricey turnover is, estimates conclude that it costs businesses between 16% and 213% of an employee's annual salary to replace him.  For that reason, companies should do what they can to make sure that their employees are satisfied at work.  Below, we have 5 tips for doing just that:

  1. Treat Employees with Respect.  According to an SHRM study, respectful treatment is the most influential factor in determining job satisfaction.  Rather than fostering a toxic corporate culture, it's important for employers to listen to employees' concerns, welcome their opinions, and treat them fairly.

  2. Provide Training.  Invest in your employees.  If there's a skill that they need to do their jobs better, consider offering an in-house training program or providing them with additional schooling.  When employees receive skills training, they're more engaged and productive.

  3. Offer a Competitive Salary and Benefits Package.  Time and time again, employees say they want to feel valued.  While salary isn't the most important factor influencing job satisfaction, it's safe to say that a stingy benefits package does not communicate to employees that their contributions are valued.

  4. Recognize Outstanding Work.  Everyone likes to be acknowledged for a job well done.  Rather than leaving these type of accolades to chance, it's a good idea to have a formal recognition program in place to celebrate employees' accomplishments.

  5. Nurture Employees' Passions.  Research shows that on average, only 25% of employees are engaged in their work.  Because engagement is such a critical component of job satisfaction, ask your employees what they most enjoy about their jobs and which talents they'd like to use more often.  Then, make an effort to allow them to develop their career-related interests.  

Thought For The Day

“We can only see a short distance ahead, but we can see plenty there that needs to be done.”

Alan Turing