Saturday Morning Sales

Kevin Latchford


Q&A Week 9 - August 25, 2018

For the past few years, since I began using this weekly blog to share stories about sales and sales management, I have been receiving numerous questions from readers including my own clients. Over the next several months I am going to use my weekly ramblings to post one reader question with my answer. Please note – my answers are based on my personal and professional experiences and in no way reflect my company or specific clients.


Q: What is the top characteristic you seek in a younger, less experienced sales candidate?


A: This one, on the surface, seems easy. For both experienced and new sales people I want them to be patient. Patience is a virtue – as the old saying goes. But, I did say on the surface. Patience is actually not easy to remember, have, and show in all sales cases, especially for someone new. Sales people must be capable of being patient throughout the sales process, but also with themselves, and definitely in the early days of their career while learning and training. It is also important for the sales manager to remember that patience is required for the new sales person to learn. The sales person is watching and trying to absorb as much from their mentor as possible, so this person too must show patience in their sales process in order for the new sales person to learning the right way.

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