Unwrapping the Layers of a Great Salesperson

No interview process is free from biases. As human interviewers talking to very human candidates, connection and communication can be as important as skills and experience.

How can hiring managers know that the candidates they pick are truly the best ones for the role?

Associate Director of Sales Srikrishna Natesan recently described the essential qualities he appreciates while talking to people to join the Sales team at Hevo. While not exhaustive, these qualities are ones that excite him, and he sees often being expressed by the best salespeople.

Take the Risk or Lose the Chance

A rare but valuable quality is the ability to live with discomfort. In Sales, we often work on different types of accounts- there is always an element of uncertainty. Some deals take longer than others. Salespeople need to have the ability to remain composed in the eye of the storm while working on deals that may take much longer than expected. An appetite for risk is crucial — one must be willing to always push themselves forward despite the uncertainties.

Even in the face of the unknown or unforeseen, treasuring and learning from the process means that one is always improving themselves. Being patient and process-oriented always brings the numbers sooner or later but, more importantly, delivers an amazing customer experience.

Logic is the Beginning of Wisdom

Common sense is not very common. We all operate on prejudices, biases, and fallacies. Srikrishna quips that he is willing to bet his life savings that he has never met a person with entirely sound logical reasoning.

He says, “It is impossible to access the rational side of our brain at all times, but striving for it certainly makes a difference in how a salesperson approaches a problem statement. I am amazed that so many of us take logical reasoning for granted. In my little experience, the problems that many organizations are trying to solve at the people level are what I refer to as common-sense problems. It is difficult to coach common sense, and it is incredibly hard to address when the lack of it becomes a problem. Hence it becomes imperative to test the talent on this front during the hiring process. The good news is one can always up their game on logical reasoning by themselves.

I am probably showing my age, but I truly miss the Hindu newspaper crossword days. When was the last time any of us solved a puzzle on paper?”

When you’re able to draw a clear line of cause and effect between the problem and what you’re selling, and reason out your logic to the customer, you will really be able to resonate with them.

Tactics Without Strategy — the Noise Before Defeat

Logical thinking is one thing — going beyond logic to think strategically is another. Every account is unique. We try to understand every customer’s struggles, wishes, and goals and propose solutions that fit them the best.

Being able to contextualize every customer, think critically and independently about each action they take, and strategically plan how to approach their case is extremely valuable in Sales.

For this, context is king. Even a single paragraph in an email can highlight the deep understanding one has of the customer’s point of view. Why should anyone listen to what you have to say? This is a question for you to answer and provide the context for.

Large Skepticism Leads to Large Understanding

We’ve all made the mistake of taking things for granted and then floundered when our assumptions turned out to be wrong.

That’s why staying skeptical and critical can be the mark of a well-prepared and prudent salesperson. Never take any stage of a deal for granted; follow the saying, “A sale is not a sale until the money hits the bank.” Looking out for potential missteps and being prepared for them, being proactive rather than reactive, can make a world of difference.

Dream in a Pragmatic Way

Whether during a customer call or in discussions with the team, the ability to be ruthlessly pragmatic and separate emotion from the facts cannot be overstated. Those with the stomach to take pointed feedback can use this feedback the best to grow exponentially. Those who reduce their emotional involvement and take strictly data-based decisions are those who can produce the best outcomes for our customers.

Such a quality propels us upwards — as a team and as individuals.

Skills can be developed, but the attitude and priorities of a candidate are leading indicators of their potential. Looking out for certain key qualities during the hiring process can mean bringing in Hevoites who fit well on our rocketship and are ready to soar.