Finding the best sales talent is a tough endeavor. Often, I find hiring managers don’t quite have the right criteria defined for what makes up a sales winner. Without the right criteria, sales folks are hired who quite often will disappoint. After twenty-five years of working with professional salespeople, I’ve learned which qualities make up the best.

With years of research tracking performance and measuring behavior with the Trego Personnel Survey (TPS) we can accurately measures the makeup of sales candidates. By administering tens of thousands of assessments spanning forty years, the TPS definitively proves who will succeed, and who will not.

Dr. Trego’s Top 5 Traits for Sales Success

1. Mental Ability – The best salespeople today are problem solvers. Their prospects have significant challenges, so those salespeople that go the extra mile to solve those issues will win the day. This takes intelligence, analytical ability and creativity.

2. High Energy Level – As Dr. Trego tells me, these folks just can’t stand to be sitting around doing nothing. They always have a project going and they love to be productive.

3. Persistence – This is the ability to look at adversity and get motivated. Bad day yesterday? So what! That has no bearing on today. Defeat is not an option.

4. Emotional Toughness – Let’s face it sales can be a tough job. The reality of the daily grind and dealing with so many people can be draining. These folks have the intestinal fortitude and desire to keep going no matter what.

5. Competitiveness – Good salespeople love to compete and win. Every “no” just gets them closer to the next “yes”, and they have figured that out.

Now, imagine your sales team is filled with professionals with these dominant traits. How would their sales success change your world?