FULLERTON, Calif.--(BUSINESS WIRE)--A leader in the sales training industry, Deborah Gavello, the president and founder of Gavello & Associates, has summarized the key qualities of top salespeople. Deborah Gavello was the top salesperson in California while still part of Automatic Data Processing (ADP), a fortune 100 company, and came second out of 1,000 salespeople nationwide.
The secret to a company’s success, under any economic condition, lies in its personnel. There are three personality traits that senior executives should look at in their sales force, whether they are looking at new hires or at retaining employees.
These personality traits are timing, tenacity, and talent – the Three T’s to Success.
TALENT means an individual shows up on a sales call with the correct preparation and the correct skill set to do a competent sales call. This talent isn’t necessarily innate; however, with the proper training and coaching it can be developed and improved upon. TIMING – all salespeople need to have their timing just right. They have to know when to make those difficult cold calls, when to speak on a sales call, and when to keep their mouths closed and keep listening. They must learn to be patient. Selling prematurely can jeopardize a deal. They must know when to give pricing, and when to hold onto pricing until they have met face-to-face with all the decision makers. TENACITY for most salespeople is the most challenging of the three traits. "Some people believe it is a trait one is born with, but I disagree," said Deborah Gavello. "I learned this skill myself through training and observing other top salespeople. Part of tenacity for a person is knowing when to be tenacious. A successful salesperson needs to be tenacious about getting every good prospect that is out there. Not every deal, but the ‘right’ deals are what count."
About Gavello & Associates
Gavello & Associates is a sales training consulting firm founded by Deborah Gavello. Gavello & Associates has created a large and loyal client base by offering services that ensure increases in sales.