Recently, my daughter and I drove by a BMW dealership.
“What does BMW stand for?” she asked.
“Bayerische Motoren Werke,” I told her (or something close to that). “It’s German.”
“If I worked for them, I would make a sign that said ‘Love Your Ride.'” She fanned her hand in front of her, visualizing it.
“That’s very good. Maybe someday you’ll be in marketing. That’s the kind of thing they do in marketing.”
“No!” She bounced upright in her seat. “I want to sell stuff!”
“Why?” I asked, bemused at her reaction.
“Because it’s fun,” she said.
I promise you, I have not brainwashed her. Her natural enthusiasm for sales is completely spontaneous.
When she found out her brother needed to sell peaches to raise money for his cross country team, she turned to him, eyes shining with excitement, and asked, “Can I sell them for you?” Before we got home from the meeting, she had already contacted my sisters and sold two boxes of peaches.
The girl loves to close a deal.
She is also friendly, curious and strikes up conversations readily. She is competitive and driven. She is almost obsessive once she has an idea in mind of something she wants. She has been this way since she was a toddler. Sometimes a challenge to parent, but some day I know these qualities will serve her well.
More than any other profession, sales is seen as personality-dependent. The stereotype of the glad-handing salesperson is the first image that comes to mind. But what attributes truly make the difference between top-performing reps and everyone else?
One survey assessment I’ve used over the past five years with sales candidates is very personality-centric. It provides a graph of each candidate’s personality across several traits, based on the DISC profile. Over time, I have seen so many of these surveys that looking at the graph gives me an instant snapshot of someone’s personality. I never rely on the survey alone, but it is often fairly insightful.
After reviewing hundreds of these surveys and interviewing hundreds of sales people, I am not convinced that raw gregariousness is the key differentiator in sales success.
One of the successful sales managers I’ve had the pleasure of working with is someone I would characterize as quite shy. He often asks me to have candidates call him, rather than the other way around. Hardly the image of a salesperson who breaks down doors, but he has been extremely successful in his career for many years.
Based on what I know, his success is founded on integrity. People who have done business with him are utterly convinced that his word is good as gold. Over 20-plus years, he has rarely faltered and has built an irreproachable reputation in his area.
In the final analysis, drive, commitment and integrity far outlast any good joke or backslapping. We sometimes refer to this golden combination of traits as “fire in the belly.” More than anything, dedicated determination is the true precursor to long-term sales success.
It’s a little early to tell if my daughter will end up in sales. Based on her personality, sales is something she might find rewarding. Ultimately, her success will be determined by her level of commitment. I have no doubt she could succeed, if she made that choice.
Have you?
Lisa McCallister specializes in recruiting for medical device sales and marketing positions with an operating room focus, such as orthopedics, electrosurgery, endoscopy and a wide range of surgical specialties. She has recruited two Rookie of the Year award winners. Connect with her on LinkedIn or check out her blog, MyJobScope.com.