Soft Skills to Look for in Top Sales and Marketing Professionals

A person who is interested in others can sell. Most people warm to someone who is interested in what they have to say. Moreover, only by listening can a salesperson determine what the customer or client wants, and what the client wants is not always what they need. Therefore, a skilled sales or marketing professional must have the ability to deliver customer satisfaction and guide the consumer in the right direction.

What specific traits should an employer look for in potential candidates? Zorian Rotenberg of Insight Squared, a provider of marketing and sales analytical software, offers the following characteristics of successful salespeople.

  • Goal orientation. The American Psychological Association has found that a conscientious, dependable attitude is the best indicator of sales ability. Look for candidates who strive to reach goals. For example, candidates who have pursued and obtained academic or other achievements.
  • Along with goal orientation, look for candidates who independently succeed without the need for others. For example, effective salespeople hold themselves accountable and will do well if provided metrics by which to judge their performance. Ask candidates to describe a time when they competed with others, and to explain how they improved their own performance.
  • Independence and a desire for autonomy are good traits, but a candidate should balance this with a willingness to learn from mistakes. A candidate should be open to negative or constructive feedback. In an interview, ask the candidate to role-play a sales or negotiation scenario. Give the candidate feedback and note whether they are open to being coached or if they become defensive.

The level of a candidate’s charm and appeal to others will be evident in an interview situation. Also, look for intelligence and whether the individual is knowledgeable about the products or services they will be required to market. They should be able to deliver a persuasive and honest description of the product or service.

Partner with the staffing professionals at Morris Bixby Group to find skilled marketers who will understand and sell your products. We understand that your sales teams are ambassadors for your brand and that your reputation depends on customer and client satisfaction.

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