Preparing to Win in Sales – Characteristics, Mindset, and Activities of the Best Sales Reps

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Mike Hook is a B2B SaaS revenue driver. As the top-performing seller, Mike led the new product GTM strategy and currently is the Director of Sales at Childcare CRM. Besides driving more sales, Mike loves traveling around the world, jumping out of airplanes, and finding himself in as many new situations as possible.

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Time-Stamped Show Notes:

[03:11] What skills and traits do you think will make a good seller?

[18:14] How can you learn these skills if you don’t have them?

[24:20] How do you motivate your team?

[41:06] How do you reach out and bring back the rejections in sales?

[44:08] Are there any best practices to mitigate risk in a deal?

In-Short:

Question: What skills and traits do you think will make a good seller? 

Mike: I think the traits that you look for are, Hardworking. Hardworking doesn’t just mean they’re doing a lot of motion, but it means that they’re doing a lot of motion the right way.

The other big ones are being coachable. People talk about that all the time. And being coachable is the ability to take feedback and implement that feedback. 

Question: How can you learn these skills if you don’t have them? 

Mike: Let’s talk about the ones that I think are really tough to learn, being hardworking is a tough skill to learn. It just is you have to find some type of internal motivation for yourself, you have to understand, you know, to grow work ethic. You have to have a motivation behind why you want to do something.

Question: How do you motivate your team?

Mike: A lot of motivation is trying to ask people what motivates them, is trying to see how they behave, what they do. You have to take the time and invest the time to learn about your team.

Question: How do you reach out and bring back the rejections in sales? 

Mike: I always go back to Discovery. What do they tell me their pain points were? What did they tell me their timeline was? If I got it, what did they tell me the state that they want to be and what are they hoping to accomplish? What are their goals? So I’m going to go back to all the good information I uncovered and discovered, and I’m going to call them and lay it out if I can’t get them on the phone or email them to.

Question: Are there any best practices to mitigate risk in a deal? 

Mike: I think any time you’re talking to someone, when you’re scheduling that next activity, do it as quickly as possible. They say time heals all deals and it’s very true if someone has a need today, we can talk about what happens. The world is an ever-changing place and we can’t predict every extraneous factor that’s going to happen out there.

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.