My later discovery that these traits were also an important part of sales surprised me.<\/p>\n
I began to work on developing these traits as a salesperson while still staying authentic. Now, I\u2019m showing you how to do the same \u2014 how to build the underrated but powerful traits that make sales feel natural, effective, and aligned with who you are.<\/p>\n
When I started making the transition from B2C selling to B2B, it was a new world to me. I knew I needed more than the typical sales skills of confidence, resilience, relationship-building, and objection handling to positively impact my performance.<\/p>\n While there is no magic number of positive traits a top-selling representative should have, what matters most is being intentional in establishing what those traits are for you. I coach my students that the powerful thing about possessing sales success traits is that they are flexible and ever-evolving as you grow in your sales career.<\/p>\n Notice how I mentioned having the foundational traits down pat before I realized I needed more if I was going to advance my B2B sales performance? What I mean is this: You can start with a solid three, five, or seven traits you find valuable, and add or subtract more later on. Determine what suits you in terms of the timing of your role as a sales representative. You can even adjust your traits quarterly to keep you in sync and aligned for hitting your quota.<\/p>\n Over time, my understanding of the unconventional traits of top sales representatives shifted from a surface-level understanding to a deeply rooted one. That level combines traditional sales skills with the right mindset. Enabling them both makes it more efficient to train top-selling representatives by teaching reps to perform with skill and self-awareness.<\/p>\n Now, let\u2019s get into naming these traits.<\/p>\n Self-regulation is a sales skill that helps you stay composed after rejection, bounce back faster, and maintain a consistent tone during high-stress days. It means you have the ability to manage your emotional reactions, especially under pressure, so you can respond with intention rather than overreacting.<\/p>\n I adopted this sales success trait in my second quarter as a B2B sales representative after researching the importance of remaining calm in high-stress sales situations. I had never experienced consistent rejection in a sales role before, and self-regulating my emotions became an important way for me to navigate those high-pressure times with clarity and resilience.<\/p>\n Ei4change<\/a> provides a great overview of how self-regulation impacts sales performance. It highlights that sales representatives who manage their emotions effectively can engage clients more authentically, navigate objections with greater ease, and ultimately drive higher conversion rates through strategic relationship-building efforts.<\/p>\n In my sales coaching, I help students develop self-regulation by teaching them to manage their emotions more effectively through increased self-awareness of their feelings during sales activities.<\/p>\n Curiosity over control is a mindset that uses discovery and learning over forcing a conversation.<\/p>\n Curious top-selling representatives dig deeper into buyer needs, ask better questions, and create more value rather than pushing a pitch. RevBoss<\/a> says that selling with the curiosity methodology diverges significantly from traditional sales, which emphasize product or service features and benefits.<\/p>\n Once again, in trying to copycat what worked for others, forced pitching was my thing. I was more than ready to tell how great our product was and all the bells and whistles that came with it.<\/p>\n But when I began cultivating genuine curiosity about my prospects and staying informed about their industry and specific needs, I was able to differentiate myself as a sales professional who genuinely cared.<\/p>\n I define mental alertness as the ability to be attentive, aware, and responsive to new information. It means you think fast on cold calls, adjust mid-conversation, and stay sharp during objections or unexpected turns.<\/p>\n This unconventional trait is where thinking on your feet comes in, allowing you to be flexible and quick-witted in your prospective conversations. You never know how a prospect will respond, so being mentally alert gives you the flexibility to react accordingly.<\/p>\n This was a sales success trait that finally came naturally to me. I would have something in mind to mention, and oftentimes that plan would change based on the prospect’s viewpoint. It\u2019s always okay to adapt in sales.<\/p>\n In sales, detachment is the practice of separating your identity and self-worth from external results or prospect responses. Detachment allows you to stay consistent and confident, whether you secure the client or not, by focusing on what you can control: your effort and presence.<\/p>\n Sales leader Josh Braun<\/a> asks, \u201cWhy is detaching from the outcome a superpower in sales (and life)? It\u2019s because when you become attached to an outcome \u2014 whether it\u2019s a sale, a meeting, hitting quota, or making President\u2019s Club \u2014 you tie your happiness to that result.<\/p>\n Ironically, the more you try to control outcomes, the more they end up controlling you. Detachment doesn\u2019t mean you don\u2019t care or that you\u2019re complacent. It\u2019s about having the wisdom to do your best and then letting go of the result.<\/p>\n One of my sales managers taught me the importance of detaching from the outcome: If you let go of the expectations, you are most likely to reap the reward.<\/p>\n This sales skill practice worked wonders in my sales role because I was able to show up more confidently without being distracted by the result. In turn, I now help my sales coaching students understand the real impact of this trait when they consistently face the end goal of a cold call while addressing objections.<\/p>\n Empathetic listening is listening with the intent to fully understand and emotionally connect with the speaker, not just to respond. It builds trust, reveals deeper pain points, and makes prospects feel safe to share what they truly need.<\/p>\n We are taught to practice active listening and empathy, but by combining the two, you can gain a deeper understanding of your prospect.<\/p>\n![\"Free](\"https:\/\/no-cache.hubspot.com\/cta\/default\/53\/b91f6ffc-9ab7-4b84-ba51-e70672d7796e.png\")
<\/a> <\/p>\n7 Sales Traits Every Rep Needs<\/h2>\n
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<\/p>\n1. Self-Regulation<\/h3>\n
How to Develop This Trait<\/strong><\/h4>\n
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2. Curiosity Over Control<\/h3>\n
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<\/p>\nHow to Develop This Trait<\/strong><\/h4>\n
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3. Mental Alertness<\/h3>\n
How to Develop This Trait<\/strong><\/h4>\n
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4. Detachment From Outcomes<\/h3>\n
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<\/p>\nHow to Develop This Trait<\/strong><\/h4>\n
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5. Empathetic Listening<\/h3>\n
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<\/p>\n![\"\"](\"https:\/\/track.hubspot.com\/__ptq.gif?a=53&k=14&r=https%3A%2F%2Fblog.hubspot.com%2Fsales%2Funder-the-radar-traits&bu=https%253A%252F%252Fblog.hubspot.com%252Fsales&bvt=rss\")
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