Great article from Steve Martin – no – not that one – the other one – on Personality Study of 1,000 Top Technology Salespeople. If you haven’t read Steve’s book ‘Heavy Hitter Selling … you should.

Just one of the 5 traits he highlights;

4. Lack of gregariousness

One of the most surprising differences between top salespeople and those ranking in the bottom one-third of performance is their level of gregariousness (preference for company and friendliness). Overall, top performers averaged 30 percent lower gregariousness than below-average performers.

Selling style impact: dominance. Dominance is the ability to gain the willing obedience of customers such that the salesperson’s recommendations and advice are followed. The results indicate that overly friendly salespeople are too close to their customers and have difficulty establishing dominance.