The top traits that B2B buyers value in salespeople do not always align with what sales managers look for when hiring, with 42% of buyers valuing active listening but just 26% of sales managers valuing this trait. So finds a recent report [download page] from LinkedIn that explores what defines a top-performing sales team.
In the survey of more than 500 buyers and 500 salespeople, active listening was cited as the #1 trait that buyers value in salespeople (42%) with problem-solving at #2 (38%). Other top traits included confidence at #3 (38%), relationship building at #4 (34%) and oral communications at #5 (27%). All these traits make for mutually-valuable calls between buyers and salespeople – a practice common among top B2B salespeople.
However, when comparing the characteristics that sales managers look for in their hires, a gap emerges between the teams that sales managers are building versus the qualities buyers really want.
Read the full report here.