Great things a salesman needs according to Harvard

The 5 Things All Great Salespeople Do

The article “The 5 Things All Great Salespeople Do” by Joseph Curtis, published in Harvard Business Review, dives  into the essential traits and behaviors that distinguish top-performing salespeople. And is relative to the actions discussed in class as well. These individuals exhibit a strong sense of ownership, taking full responsibility for their outcomes and demonstrating resilience and resourcefulness in the face of challenges. They act with a sense of urgency, understanding the importance of timely actions and decisions, which helps them stay ahead in competitive environments. This urgency is balanced with careful planning to avoid reckless moves. Although there sense of urgency represents there knowledge on the product so that they are not exposed in a double negative situation.  Additionally, top salespeople prioritize gaining deep industry knowledge and developing a strong point of view about the products they sell. This expertise builds confidence, which in turn fosters trust with clients, leading to successful sales. Confidence is a hallmark of great salespeople; they believe in their abilities and the value of their products, and this confidence is contagious, helping to build trust with clients. Furthermore, the best salespeople take pride in their craft, viewing sales as an art form and striving for continuous improvement. They separate themselves from the competition by consistently seeking to excel, regardless of circumstances. Overall, the article emphasizes that the most significant difference between top performers and others is their attitude. By adopting a mindset of ownership, urgency, and continuous learning, aspiring salespeople can elevate their performance and achieve greater success in their careers. 

This article is particularly valuable to new salespeople because it provides a clear roadmap to success by highlighting the key traits and behaviors of top performers. Understanding the importance of ownership, urgency, and industry knowledge can help new salespeople develop the right mindset and skills early in their careers. By taking full responsibility for their outcomes, they learn to be resilient and resourceful, which are crucial qualities in the competitive world of sales. The emphasis on urgency teaches them to act swiftly and decisively, while careful planning ensures they avoid mistakes. Additionally, gaining deep industry knowledge and confidence in their products helps build trust with clients, leading to more successful sales. Viewing sales as an art form and striving for continuous improvement encourages new salespeople to constantly seek ways to excel, setting them apart from the competition. Overall, the article serves as a valuable guide for new salespeople to adopt the attitudes and practices that will lead to long-term success.