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Who do you think you are?
Character traits of the successful
We set out to discover the character traits of highly successful salespeople. We self-assessed 100 sales professionals, 30 sales leaders and 100 customer-facing personnel. We assessed 50 salespeople on a 360º basis. We examined 16 traits divided into ‘mature’, ‘opportunities for growth’ and ‘immature’. We hoped to:
Ø Discover which traits were consistently mature traits within the different groups
Ø Discover which traits were consistently immature traits
Ø Record the differences in results between the groups
Ø See if the self-analysis outcome differed from the 360º analysis
Ø Measure the accuracy of the reports as interpreted by the individual.
Conclusions
There appears to be a consistent pattern of character traits (highs and lows) among salespeople that is not industry-specific or governed by position. The top three traits are consistently trustworthiness, perseverance and acknowledgement. The bottom two traits are consistently patience and selflessness, while forgiveness, peace and humility vie for the third-from bottom position.
Key observation
We need to see ourselves as others (customers) see us. But salespeople saw themselves as having five mature traits, with the rest as opportunities for growth, while the 360º results reveal that others saw them as having two mature traits, nine opportunities and five immature traits.
On self-assessment, salespeople saw ‘trustworthiness’ as their most mature trait, whereas their colleagues and customers doing 360º saw it as an opportunity, in only seventh position. This difference is very significant and requires attention in the individuals.
Why is this important?
Mature and sound character commands trust and respect. It communicates inner-strength and within a salesperson and sales leader it communicates a confidence to customers and colleagues alike. Sound character will often define future selling relationships and ultimately our sales reputation.
We express sales character as emotional maturity and can assess and develop it by measuring our character traits. Character is the ‘learned’, and consequently the variable, dimension of our ‘authentic self’. It is not present from birth and can be modified through changing our thinking and consequently our beliefs and values.
Hope for the future
Being learned (we are not born with it), our sales character can be unlearned and relearned. This is exciting, as the potential for developing personal growth and success in this area, which underpins our whole being, is immense. Our objective should be to become mature in each of our character traits, so developing sound character, leading to greater success.
The highly successful usually have a highly developed ‘authentic and perceptive self’, which refers to the dynamic between them and those they are seeking to influence positively. It is the bond of trust they are able to create, the level of caring and the attitude of service they convey, along with the sense of higher purpose or greater good that they communicate. It is the opposite of selfishness and self-centredness that develops your empathy and tunes your antenna to the emotional state of others. Such empathy ignites your chemistry, adds to your charisma and is a sign of character. How is your character?
Contributor Ken Buist is CEO of The Trusted Adviser, a personal, sales and leadership transformation consultancy. To download the white paper of this study, visit: www.TheTrustedAdviser.com. To discover your sales character go to: www.personal-transformation.com.
Source: Winning Edge July/August 2009