Here are some 'essential-salesperson' characteristics which we attribute to most people in that role -
Gets bored with the same-same and ready to go to lengths in seeking new pastures
Desperate to see success in each engagement and keen to do it in their own way, all over again
Is quite restless, knowing how every situation is so different and there is nothing which guarantees outcome in the same way as an earlier case
Strong beliefs & not one to get swayed easily (it should hold good for internal messaging also, then; You wont be able to make them your ambassadors just by rolling out a ppt/xls)
Desirous of making connects & relationships with people across teams on purpose
Experiments with people & diplomatic enough to manoeuvre for results
Addicted to by-products of sales-cycle and actually using them as fodder for new sales (not referring to the smokescreens & accoutrements that are more talked of, in awe of such salespersons – like cars, coffee, parties & dresses)
Can rationalise any situation to help move-on and to seek explanation
Can swing between emotional & logical arguments – as needed by the occasion & the customer positioning (finds own happiness with any such direction)
At some point, starts thinking he/she can take care of everything for the customer & starts looking for purpose in their profession
And, so - it is imminent upon the sales leadership to moderate all this within the organization and its many resultant situations.
One might very well say that - there is an undercurrent of strong need by a Salesperson - to gain acceptance, to seek ego endorsement, to yearn for emotional highs, to take-on the fear of failure squarely and continually extract ways to not-lose.
Because, selling is like fuelling oneself and its a severe addiction!
Contact Sanjaya Hasthak
refer Sales DDx from SBSD-India for more relevant info.