While a large part of having a job that requires you to sell things may be bringing in money, some recent research and data shows that the real traits salespeople need to be successful are to be skilled in being interpersonal. A report by National Center for the Middle Market (NCMM) showed that executives value interpersonal skills over selling skills when they’re hiring.
“This is the first time anyone has collected data about how the most successful mid-sized companies develop, organize, pay and deploy their sales forces,” says Thomas A. Stewart, executive director of NCMM, a partnership between SunTrust Banks and The Ohio State University Fisher College of Business. “We’re shining a bright light on best practices. We also learned some fascinating stuff about how sales force management changes as companies get bigger.”
Traits Salespeople Need:
- Interpersonal skills (86 percent)
- Executional skills (84 percent)
- Selling skills (82 percent)
- Organizational skills (77 percent)
- Technical skills (72 percent)
These skills were described as “very/extremely important” when making hiring decisions. Clearly, selling is not one of the top traits salespeople need, at least according to the bosses. Many companies provide sales training upon hire.
Another part of the study showed a shift from individual thinking in sales to more collaborative thinking. this change demonstrates a call for interpersonal skills as well.
“While individual performance is a critical component to a salesperson’s evaluation, large companies place greater importance on company (31 percent) and team performance (21 percent) than mid-sized (23 and 17 percent, respectively) or small firms (24 and 15 percent),” wrote Florida Realtors.
When selling a home, interpersonal skills are definitely necessary. These types of skills, to communicate effectively as well as to be friendly and sociable, are some of the top traits salespeople need if they are in real estate. Here at RE/MAX Paradise, we are proud to have top notch agents. For any inquiries about real estate in Miami, contact us today!