Job Seekers Hub | Most important trait of a good salesperson

When it comes to the most important trait in salespeople, almost every sales manager I speak with puts accountability at the top of their list.

This has been exacerbated by COVID-19, which allows sales teams to work remotely, away from management scrutiny. Managers wonder if they’re hiring someone who will take ownership of a problem or issue or if they’re getting someone who will avoid responsibility. When no one is looking or keeping track, what kind of activity will we see? 

So, how can you hold yourself accountable in an interview and demonstrate this?

Finding out why you left previous jobs is a good place for hiring managers to start. If the blame is constantly shifted to other causes, such as my management, my territory, etc., this is a big red flag. Don’t get me wrong: a poor culture and a bad manager are both fair reasons to leave a job, but if a pattern of shifting blame arises, suspicions may be raised. If you feel you left a role prematurely, it’s critical to own up to a mistake or misjudgement. 

It’s critical that you show a sense of responsibility for the problems you’ve encountered as well as an acceptance of the fact that the world isn’t flawless. Maintain the mindset that “I responded to and managed these events, and the situations do not define me.”

Is there a sense of invulnerability or motivation to own an issue and take on the challenge? 

Accountability and grit go hand in hand, and they’re both partly innate and partly developed, like other attributes. Interviewers, for example, will frequently ask questions that dive further into your personal accountability. “Tell me about a time when you made a mistake?” or “tell me about a time when you received negative comments?” for example. 

Interviewers aren’t searching for justifications, excuses, or deflections.

Instead, they want you to describe a situation, your reaction, what you learnt, and how you will apply this knowledge and experience in the future. Nobody wants to hear that you’ve never made a mistake or that you’re flawless. That isn’t the case at all. However, being open and honest about previous obstacles you’ve had, as well as exhibiting a thorough comprehension of your learnings for future advancement, can put you in a better position.

In the modern sales environment, accountability for problem-solving, personal results, and owning a sales cycle sets you up for success. 

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