Salespeople are born, not made |
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More recent studies, however, do not show a strong correlation. What has changed? Nothing - except the stereotype! Companies that once actively sought extroverts for sales positions now understand that a broad range of personalities can learn selling skills and function effectively in sales roles. Look at it from the customers’ perspective: what do they want in a salesperson? The evidence is clear that what the overwhelming majority of customers want is someone they can trust. We’ve all heard the old joke: “Sincerity is the most important thing... if you can fake that, you’ve g.ot it made.” But the fact is that even genuinely sincere sales reps are often unable to generate trust. Customers can’t see sincerity. They can’t see integrity. They can only see actions. Customers are not looking for a particular personality type to come along to give their business to; they’re looking for someone who demonstrates the capability to deliver the right solution. How Major Sales are Really Made:
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Is there one particular personality type that is best suited for the sales role? In a word: no. But some myths become self-fulfilling prophecies. Studies done in the 1940s and 50s showed far more extroverts among salespeople than in the general population.