It’s a scary thought, but only about one-third of sales reps actually hit or exceed quota. So if you’re struggling this month, you’re not alone. But while you’re struggling, the person next to you might be en route to their best month yet.

This raises an important question: What separates the top third from everybody else? Is it persuasiveness? Friendliness? Something else altogether? A recent study found that certain character traits correlate with success in sales.

One of them is empathy, the ability to understand and share someone elses feelings. Empathetic salespeople can place themselves in their prospects’ shoes, which helps them anticipate objections as well as make buyers feel heard.

Check out the infographic below from NextGen Leads to learn about six more traits that make up the perfect salesperson. If you’re looking to get ahead this year and crush quota, developing these traits could make all the difference.


HubSpot CRM

Originally published Mar 29, 2016 7:30:00 AM, updated February 01 2017


Sales Traits