15 March 2001

Profiles in Sales Courage

What defines the great salesperson in the information age?

by Mick Zangari and Benson Smith
Today, salespeople must be deeply connected to clients, savvy about the marketplace and disciplined about the bottom line. But Gallup research continues to reveal the importance of core talent requirements that have not changed since the dawn of the hawker's art: courage, persistence, motivation, personableness. Companies that don't know this risk hiring "MBAs of sales" who can't take rejection or close the deal. Below, a look at sales force effectiveness then and now.
Smith is coauthor of Discover Your Sales Strengths (Warner Books, February 2003).
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