What Defines a Good Sales Person?

Sales is a role that often doesn't require any prior training, qualification and in some instances, any experience. People are often put into sales roles by being confident and charming making it a very easy position to acquire.

But how do you define a good sales person?

Is it by their ability to sell something? Their ability to convince? Charm? Make calls? Present?

The Harvard Business Review wrote a great piece on What Makes A Good Sales Person where they say "A very high proportion of those engaged in selling cannot sell".

I'm sure there are many people out there who can relate to this, either from their own struggles to hit targets or from their sales team struggling. Given that one of the key features looked for in sales people is their ability to talk the talk, they are often the first to tell you how good they are at selling! Then when it comes to it, they struggle which is why so many people working in sales often can't sell.

How can you tell if someone can sell?

The reality is the only way you can judge or define a sales person is by their results. Results will talk louder than any claim, charm or CV. As a sales person you are defined by your results, the amount you have actually sold. To a define a good sales person, they need to prove that they can sell and deliver results.

What do you think?

How would you define a good sales person? Please write your thoughts in the comments box, I would love to know what you think.