Over the years I've been asked this question over and over again. When I was a lot younger, I thought, easy, because we all think we can spot ‘natural’ salespeople:
Question 1: What’s their track record? Question 2: Are they a natural salesperson?
But after years of getting it right and getting it wrong too, I reckon I have a pretty good start point. I have five categories, each broken down, with a single summarising quality:
1: COMMUNICATIONS AND PERSUASION SKILLS
Charisma: are you fully engaged by them?
2: PRODUCT AND SERVICE CAPABILITY
Problem solving: do they pull it all together into a compelling, unifying solution?
3: SALES SKILLS
Grip: do they know their numbers and current state of deals?
4: PERSONAL SKILLS
Planning and organisation: do they have control of time and task management?
5: PERSONAL QUALITIES
Interpersonal Sensitivity: how fast do they tune in to you? do they validate your feelings?
Next problem: how to measure each of these... I’ll cover this in a future blog