Douglas Kolker, the president of Summit Selling Systems, Inc. and the owner of the Sandler Training Center, discusses the 33 behavioral characteristics that define what makes a great salesperson, and how to tell if your salespeople have "the right stuff." These characteristics are weighted based on what they’re selling, to whom, for what price points, in how long a sales cycle, etc.
Universally, the most important four of the 33 are:
1. Responsibility — Do they take ownership of their actions and results?
2. Desire — Do they have the “fire in the belly,” regardless of what’s happening around them?
3. Commitment — Do they have documented, ambitious goals and do they do whatever it takes to reach them?
4. Self image — Do they have a healthy self esteem? Do they feel good about themselves despite what prospects say and do to them?