How to Set Up Digital Contracts

Diana May-Jennings

Set up Digital Contracts for your sales team

This article will go over how to use a created form as a Digital Contract. For a detailed walkthrough of building a custom form, click here. If you want to learn more about our new Digital Contracts feature and if it’s right for you, check out our blog. Digital Contracts are an add-on, only available for Pro and Enterprise accounts.

If you have not yet added Digital Contracts to your SalesRabbit plan, please contact your Account Manager or SalesRabbit Support at (801) 418-9009.

Set Up Process

Step 1. Navigate to the Form Builder

Go to Settings > Form Builder

Step 2. Name the Form 

Edit the name of the Form (this will also be the name of your Contract) and click the fields to expand Digital Contract pre-set field options.

Note: if these are filled out on the Lead Detail and Form prior to the rep opening the contract, the contract will pre-fill with the information.

Step 3. Choose Your Form Fields 

Drag the desired fields into the appropriate section. Set the fields that must be filled out on the contract to “Required.”

Note: First name and Email must be set to “Required” before uploading a Digital Contract.

Step 4. Required Fields

If a signer beyond the Sales Rep and primary Customer signer is needed (ie, a cosigner, a manager signature, or a regional signature), click the Form Fields drop-down and drag in as many “Email” boxes as needed. Name them appropriately.

Once all the fields that may transfer from the Lead Detail page and form are listed on the Digital Contract (to be uploaded) are in place, click “Publish.”

Step 5. Setup Signing of Your Digital Contract  

Click “+ New” in the upper right-hand corner to begin the process of uploading your Digital Contract.

# Legend (Screenshot Below)

#1: Audit Trail

The audit trail contains a globally unique identifier, or GUID, that shows which email address signed a document and when. These records include a hash of the PDF document which is used to determine whether or not it has been modified or tampered with. We recommend this remains toggled “On.”

#2: Signatures

The signatures are associated with email addresses. All signers will receive a copy of the contract once completed. The Sales Rep email is associated with their SalesRabbit log in.

#3: Signing Order Option

If the contract needs to be signed in a particular order, turn this toggle on.

Note: If there are text fields on the contract that need to be filled out by the rep prior to the customer signing and the contract needs to be signed remotely, require signing order and place the rep in the first signing position.

#4: Remote Signature Option

This allows the contract to be emailed out and signed remotely rather than in person.

WARNING: Once you click continue and send the contract, these fields will not be editable. If you need to change any of these properties, you will need to delete the uploaded contract and start over.

Here is a sample of a setup. You have the option to customize the email your soon-to-be customer will receive with the contract attached (ready to sign) if you enable the remote signing option.

A preview of the digital contract PDF will appear after it is uploaded into the modal. Click “Continue” when you are ready to proceed. 

Step 6. Mapping Form Fields to Your Digital Contract

To drag fields from the Lead Detail page and Form fields into the Digital Contract, click and drag “Textbox” into the correct placement on the contract. In the right-hand menu, click the drop-down under “What text goes here?” and choose the matching field.

In situations where one of the signers will need to fill out fields beyond the Lead Detail page and/or Form, drag the text box into the appropriate field and change the assignment from “Sender” to the signer responsible for filling out the field (located in the upper right-hand corner).

Step 7. Finalize Your Digital Contract

Once each of the fields, date signed fields, and signatures have been applied to the Digital Contract, click “Send” in the upper right-hand corner. The Contract will be accessible through the Form tab of the mobile app Lead Detail page.

Pro Tip

Conditional Logic

If you need to either hide or show certain fields based on a checkbox, drop-down selection, or radio button, choose the needed field type and drag it into the document. The fields must be associated with text fields assigned to a signer (not the sender).

At the bottom of the right-hand menu, click “Create rule” under “Conditional logic.”

Choose the desired conditions and whether those conditions will trigger hiding or showing the fields in question. Select the fields needing to be shown or hidden. They will appear to have slanted lines throughout the text field or signature. Click “Done” in the upper right-hand corner.

Help Center Resource

If you’re interested in learning more about our integrations or SalesRabbit products, Schedule a demo to learn more about this feature. If you’re already a SalesRabbit user, login to our Help Center and get unlimited SalesRabbit resources.

Sales Cold Calls 101: Everything You Need to Know

Sean Huckstep

Nobody likes cold calls, but they’re even worse when they’re not effective. But did you know 30-50% of sales goes to the vendor that responds to customer interest first—so even though cold calls might not be your favorite thing to do, they make a difference. Here’s our guide to understanding the point of cold calls and making them work to your advantage.

What Is Cold Calling?

Cold calling is when sales reps reach out to potential customers who haven’t expressed any interest in the offered products or services. Cold calling technique refers to solicitation of a prospect through different channels—telephone or person—without having any prior contact with the salesperson.

The Facts of Cold Calls

The data experts over at Gong.io analyzed more than 100,000 connected outreach calls and analyzed them using AI. They found a few things to be true:

Once connected, you have five seconds to earn five minutes of your prospect’s time.

Successful calls are almost twice as long as unsuccessful calls, clocking in at 5:50 and 3:14 minutes respectively.

Successful calls are about educating your prospect and selling a meeting. Therefore, successful salespeople spend 54% of the call talking, while unsuccessful salespeople spent only 42% of their time speaking.

80% of sales require 5 follow-up calls after the meeting. 44% of sales reps give up after 1 follow-up.

Using “Did I catch you at a bad time” makes you 40% less likely to book a meeting.

Asking “How are you?” correlates with a 3.4X higher likelihood of booking a meeting.

Beginning your call with “The reason I’m calling is …” increases your success rate by 2.1X.

Asking “How have you been?” increases success rates by 6.6X.

Using “We” instead of “I” increased success rates by 35%.

The Best Time to Make Cold Calls

Knowing the best time of day to call a customer helps you catch them at a better time and leads to an easier cold call. The best times of day to call leads are between 4:00 and 5:00 PM and between 8:00 and 10:00 AM in their local time zone. Just as important, the worst time of day to call leads is between 11:00 AM and 2:30 PM in the lead’s local time zone.

10 Cold Call Tips

  1. Make multiple follow-up calls
  2. Learn to leave a strong voicemail
  3. Use a script but don’t sound robotic!
  4. Find a calling schedule
  5. Use active and engaging language
  6. Ask customers for leads and referrals to follow up on
  7. Embrace the rejection
  8. Keep a balance between quality & quantity
  9. Don’t waste anyone’s time including your own
  10. Connect with your prospect in a unique way

Pick up the Phone!

As much as you may dread making those cold calls, this guide shows ways that you can make it beneficial for everyone involved and less of a chore. If you’re still nervous to make your calls, try out scripts like The Best Cold Call Script Ever or Cold Calling Scripts: 25 Sample Sales Templates & Tips but remember to keep your personality in the conversation.

SalesRabbit

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18 Sales Jokes to Share

Diana May-Jennings

Everyone needs a good laugh occasionally and with sales being harder than ever, people need jokes. These aren’t all the sales jokes out there (trust us there’s a lot) but these are 18 of the funniest sales jokes we like at SalesRabbit. Enjoy.

#1

Boss: Did you get any orders today?

Salesman: Yes, I got two!

Boss: Congratulations! What were they?

Salesman: “Get out!” and “Stay out!”

Source: insidesales.com

#2

A salesman approached a potential client and asked: “Would you like to buy a pocket calculator?”

“No thanks,” the man replied. “I know how many pockets I have.”

Source: b2bsalesconnections.com

#3 Wishful Thinking

best salesman joke ever

Source: Pinterest

#4

“Always trust a glue salesperson. They tend to stick to their word.” -Unknown

Source: HubSpot

#5

“No, no, no!” said the enraged businessman to the persistent salesperson. “I cannot see you today!”

“That’s fine,” said the salesperson, “I’m selling eyeglasses.”

Source: b2bsalesconnections.com

#6

Sales Manager: “The word ‘Impossible’ does not exist in my dictionary!”

Sales Rep: “Well, maybe you should have checked it first before buying it.”

Source: AJokeADay.com

#7

Q: Why doesn’t Darth Vader hire stormtroopers to do his marketing?

A: Because they are always missing their sales targets!

Source: b2bsalesconnections.com

#8 #saleshumor

best sales jokes

Source: Pinterest

#9 Always be listening

sales jokes

Source: Spiro

#10 That’s what they always say…

funny sales one liners

Source: Kixie

#11

Salesperson: “This computer will cut your workload by 50%”

Office manager: “That’s great! I’ll take two of them.”

Source: Hubspot

#12

“I was fired from my job selling amplifiers because I didn’t achieve the sufficient volume of sales.” -Unknown

Source: HubSpot

#13 Always a Letdown

sale puns

Source: Linkedin

#14 Who Counts Theirs Hours Anymore?

salesman jokes

Source: lusha.com

#15 Sales, Am I Right?

funny sales jokes

Source: Solofire

#16

How do salespeople traditionally greet each other?

“Hi. Nice to meet you. I’m better than you.”

Source: Ampliz

#17 Every. Day.

sales joke

Source: kten

#18 Stress Who..?

dad jokes about sales

Source: Twitter

👉 Learn about the best field sales management platform.

Best Free Route Planner for Sales Reps

Scott Porter

SalesRabbit has the best free route planner for outside sales reps

The free version of SalesRabbit has key features to help sales reps cut costs and save time by managing their travel efficiently. We want you to have a great experience with our free sales software, so here are some tips on routing with our app:

Using the Route Planner

Inefficient travel hurts sales teams because it raises costs and lowers revenue. You’re losing money if reps and closers aren’t getting to as many prospects as they could in a day.

SalesRabbit Lite includes a free route planner that will help your teams plan their day, get to more appointments, and lower their travel costs.

When used in sync with our Lead Tracking tools, the Routing feature is a powerful tool and can supplement strategic canvassing approaches. Here are some examples with some of them using the methods we described earlier:

  • Cloverleafing: When you’re cloverleafing, you’re focused on high value engagements with current customers, appointments, or hot leads. Since you know where all these people live, use that information to plan out your day. Build a route out of each primary destination for the day, and use it to plan out your movements. 
  • Referral Work: When you collect a series of referrals from a customer or prospect, you can quickly plug them all in to a route and efficiently visit all of them. This is especially useful when you have several referrals from several different sources. Just plug them all in, create a route, and visit them all quickly. 
  • Setter/Closer Model: If you’re operating with setters and closers, routing is a great way to get the most out of your closers. Closers usually travel a lot, so make sure they use routing to hit their destinations as fast and efficiently as possible. 

Even if you don’t feel the need to implement one of these specific approaches, being deliberate with travel time will make an instant impact on the efficiency of your sales teams.

Set Up Routes Now

If you need help setting up your routes, check out this quick tutorial on how we help you get the most out of our route planning feature:

SalesRabbit

👉 Learn about the best field sales management platform.

What Sales Personalities Do Your Reps Have?

Diana May-Jennings

Learn about the 5 distinct profiles from The Challenger Sale

Working in the sales industry will show you different types of people. There are a lot of personalities that make sales so successful. In The Challenger Sale by Matt Dixon and Brett Adamson the 5 most common sales personalities are explained and analyzed to find out which is the most effective. If you’ve ever wondered which personality type you have or your employees have and the positives and negatives of them, keep reading.

The 5 Personalities:

#1 The Relationship Builder

  • Focuses on customer satisfaction.
  • Builds advocacy with customers.
  • Least effective approach.

While the relationship builder is great at meeting the emotional needs of customers, they typically fail to sell more products or generate as many leads as the other personality types. It’s great to build rapport with customers but that is the majority of what this personality does, making it the least effective.

#2 The Reactive Problem Solver

  • Solves problems after they happen.
  • Detail oriented.
  • Focuses on post-sales follow ups not generating new leads.

Everyone loves a good problem solver. This personality type is the best at keeping details and solving the needs of the customer after they come up. The downfall of the reactive problem solver is they focus too much on post-sales follow ups with customer instead of moving on.

#3 The Hard Worker

  • Doesn’t give up easily.
  • Interested in ideas for improvement.
  • Never stops hustling.

The hard worker is just like it sounds. This personality type does all they can everyday to hustle and be the best rep they can. The hard worker can call more customers in an hour than any of the other reps and they’re constantly looking to improve their abilities.

#4 The Lone Wolf

  • Not a team player.
  • Self assured.
  • Delivers results but is difficult to manage.

Lone wolfs are known for not being team players, that is true for this personality type. The lone wolf gets their job done well and provides positive results, but they don’t work well with others and they constantly oppose their managers.

#5 The Challenger

  • Different view of the world.
  • Challenges the norms with customers and managers.
  • Loves to debate and push back against the norms.
  • The most effective approach.

Finally the challenger. This personality type is the focus of this book for being the most effective sales personality someone can have. The challenger will debate and push their managers and customers because they understand their wants and needs and refuse to let them settle for anything else. This personality type sees the world in a different view, they challenge others but only to provide a positive outcome.

The Challenger Sale is a great book to expand your knowledge and understanding of sales. If you’re looking for more book recommendations, check out our Top 8 Books for Door to Door Sales too.

So which personality type do you have? Comment down below.

Enable Reps Field Location on iOS and Android

Sean Huckstep

Enable access to any field reps location on iOS or Android

User Location allows profiles with the permission enabled to see geolocation time stamps of others in increments of 15 minutes.  This feature may be ideal to view a rep’s physical location in relation to the Leads they place on the map to verify the Leads created are authentic. It’s also a safety feature to ensure companies are able to account for the physical location of reps.

NOTE: Users may only view the locations of other users if they have allowed location services for SalesRabbit on their device. It only records locations while the app is running.

User Locations (Android)

The permission may be enabled for viewing other’s locations in Settings > Roles & Permissions > Enabling “User Location” for the appropriate role.

  1. Access and turn on the User Location Filter in your app.

Click the satellite icon in the upper right hand corner to access your Filters menu.

 

  1. Click the words “User Locations” to populate a drop down menu.

  1. Apply the Users

Verify the number of users selected are inclusive of everyone you are overseeing (you may click “# Users Selected” to populate a list of your users applied).

To sort through your list, you may go by alphabetical order (“ABC” at the top of your menu) or by organization (“Group” at the top of your menu) which is ideal for larger companies. If sorting by “Group,” click the drop down arrow to the left of each organizational tier until you get down to the individual reps.  To quickly deselect all the reps as all users are automatically applied, click the check next to “Company” under “Group” to deselect everyone in bulk.

Once you have the user(s) applied, click “Select” in the upper right hand corner to apply the selection.

  1. Adjust the date range

Once you are back to the Filter menu for “User Locations,” apply the appropriate date range – the default lists “Today.” Click the word “Today” to populate the menu of options, or, apply a more specific date range for the “To” and “From” listed.

Note: User Locations will only be visible for a two week period, despite the longer “Quick Date” selections available.

Best Practice Tip

Match “Shared Leads” and “User Location” Filters with each other to see the Leads dropped by your users in conjunction with their geolocation time stamps.

  1. Go back to the map by clicking the “x” in your Filters menu in the upper left hand corner.

The owners of the User Location will show a small circle of an avatar. It will also be highlighted in their assigned User Color.

View the User Location time stamps by click the icon of the User Location to view the name and time stamp.

 Next Step | Applying User Location Path

When Shared Leads and User Locations are applied, they can be difficult to stand out from each other on the map. There is a feature in Settings that connects the geolocation stamps on the map with a line the user’s assigned color.

#1 Click the three stacked lines in the upper left hand corner.

#2 Click “Settings” within the menu.

#3 Click the box to apply a check mark next to the “User Location Path” under “Map” to the right to enable the path feature.

Once the User Location Path has been applied, all the geolocation markers of individuals using the SalesRabbit app will be connected through a line.

User Locations (iOS)

The permission may be enabled for viewing other’s locations in Settings > Roles & Permissions > Enabling “User Location” for the appropriate role.

  1. Access and turn on the Filter in your app.

Go to “Sales Hub” with the lower banner of your screen and click the funnel icon the upper left to access your Filters menu.

 

  1. Click the words “User Locations” to populate a drop down menu.

Verify the number of users selected are inclusive of everyone you are overseeing (you may click “# Users Selected” to populate a list of your users applied).

Apply the appropriate date range – the default lists “Today.”

Note: User Locations will only be visible for a two week period, despite the longer “Quick Date” selections available.

Best Practice Tip

Match “Shared Leads” and “User Location” Filters with each other to see the Leads dropped by your users in conjunction with their geolocation time stamps.

  1. Go back to the map by clicking “Done” in your Filters menu in the upper right hand corner.

The owners of the User Location will either show a small circle with their photo if their photo was added to their profile, or it will show an avatar. It will also be highlighted in their assigned User Color.

View the User Location time stamps by clicking the icon of the User Location to view the name and time stamp.

 Best Practice Tip

When Shared Leads and User Locations are applied, they can be difficult to stand out from each other on the map. There is a feature in Settings that connects the geolocation stamps on the map with a line the user’s assigned color.

Go to “Home” then “Settings” in the upper left hand corner.

Swipe the toggle next to the “User Location Path” under “Map” to the right to enable the path feature.

Keep Learning

If you’re interested in learning more about our integrations or SalesRabbit products, Schedule a demo to learn more about this feature. If you’re already a SalesRabbit user, login to our Help Center and get unlimited SalesRabbit resources.

JobNimbus Integration Overview and Set Up

Diana May-Jennings

Set up the SalesRabbit and JobNimbus integration in 3 parts

JobNimbus is a Customer Relationship Management tool ideal for home improvement and roofing companies. It tracks your jobs, contacts, and tasks in one simple cloud-based management software. The direct integration is a one-way lead sync from SalesRabbit to JobNimbus, but you may integrate the two systems to be a two-way lead sync through Zapier.

The JobNimbus Competitive Advantage:

  • Track jobs
  • Manage production & automate workflow
  • Powerful budgeting tools
  • Notifications on new assignments & tasks
  • Time tracking logs
  • Backs up data automatically and attaches emails as notes to customer profiles

The Power of the SalesRabbit and JobNimbus Integration: 

  • Removes the need for double entry 
  • Reps only need to log in to SalesRabbit, focusing on leads and sales
  • Appointment times and lead information sync to the workflow of your choice
  • SalesRabbit is ideal for lead tracking
  • JobNimbus is ideal for tracking from appointment and/or sales to installation
  • Limit which leads enter JobNimbus, allowing a more organized CRM experience 

Fields in JobNimbus:

  • Workflow Name
  • Task Type 
  • Lead Source
  • Name
  • Phone number
  • Notes
  • Appointment Date/Time
  • Rep Name
  • Status 

Integration Set Up

In SalesRabbit (app.salesrabbit.com), go to Integrations > 3rd Party (pictured below) to input your JobNimbus information. Open up a second tab and log in to your JobNimbus account; you will go back and forth between the SalesRabbit tab and JobNimbus tab. 

Each of the above fields must be filled out in order to integrate the two systems. Below we will go over each field individually and how to get the needed information from JobNimbus. 

  1. Obtaining the JobNimbus API Token

To obtain the JobNimbus API token to insert into SalesRabbit, click your name in the upper right hand corner and select “Settings.” Within the left hand menu, there is an option for “API.” Generate a New API token for “Sales Rabbit.” Please ensure the “Access Profile” lists “Admin.” “Copy” the API token, and go to your SalesRabbit > Integrations > 3rd Party page. “Enter” the API token where it lists “API Token” in SalesRabbit.

3a. Workflow Name

To retrieve the workflow name, go in JobNimbus to the drop-down in the upper right-hand corner and choose “Settings.”

Choose the option “Contact Workflows” on the left-hand menu.

Take one of these current workflows and edit it so it can be used for SalesRabbit. 

Or you can create a brand new one. After editing a workflow or creating a new one; copy the “Type Name” and insert that back in Sales Rabbit next to “Workflow Name” on the “Integrations” page.

*Please note: Lead statuses must be listed exactly how they are listed in SalesRabbit (identical spelling, spacing, capitalizations, etc.).*

3b. Lead Status Matching

Ensure that your WorkFlow has the lead status’ you would like to have synced from Sales Rabbit. For example, if a company wishes to have a status from SalesRabbit called “Customer” (you could do this with any status you would like to sync) sync over, I would need to add it under “Workflow” (pictured below)

To add a status click “Edit.”

Then click “Add Status” in the upper right-hand corner.

Click “+Add Status” when you have inserted the status name.

Note: Repeat this process for every single status you would like to have sync over from SalesRabbit. 

  1. Task Name

Within the left menu, select “Task Type.” On this page, you will need to pick one of the task names to associate all lead submissions with from SalesRabbit. (We recommend “Appointment” for most companies.) 

You also have the option of creating a new “Task Type” by clicking “Add Type” in the upper right-hand corner. 

Once you have chosen or created your “Task Type” go back into SalesRabbit on the “Integrations” page and put the “Type Name” for your task next to “Task Name.”

  1. Lead Source

Within the left menu click on  “Lead Source.” Pick one to use or create one and then insert that into SalesRabbit under the “Integrations” page next to “Lead Source.” 

Part 2 | Enabling Lead Statuses

  1. Lead Statuses

In SalesRabbit (app.salesrabbit.com) under Integrations, select which lead statuses you would like to integrate into JobNimbus. By checking the box to the left of the lead status name, any lead created in SalesRabbit with that status will be pushed into JobNimbus automatically.

(To learn how to customize your lead statuses in SalesRabbit Click Here)

After you have inserted your integration info, click “Save” in the upper right-hand corner of the page. Once all of the fields have been saved the integration will be ready for use.

Part 3 | Integrating SalesRabbit Users

  1. External ID

The final step of the integration would be connecting your individual users in SalesRabbit to their accounts in JobNimbus. 

JobNimbus: copy the email address tied to the account for each user.

SalesRabbit: Go to the “Users” tab and click on the user you would like to connect. On the left hand side click in the “External IDs” field. 

Enter the corresponding email address for the user in JobNimbus and click “+ Add.”

Repeat for all of your users in SalesRabbit that will need to use the integration.

Integration Benefits

  • Zapier allows a two way lead sync between SalesRabbit and JobNimbus
    • Note: you will need a paid plan because this will require a three step zap
  • Zapier will allow Custom Lead Fields to integrate to and from SalesRabbit and JobNimbus
  • Two-way sync integrations allows reps to stay up-to-date about the end result of their deals 

Access the Sales Leaderboard Feature

Brady Anderson

6 Steps to Viewing Leaderboards

Our leaderboards feature is embedded in the iOS mobile app. Features like this allow you and your sales reps to track individual sales growth and goals in an effective way. This article walks you through the 6 steps for iOS users to easily access this feature.  

Overview

 1) Click “More” within the lower legend.

 

2) Click “Leaderboards.” 

3) You have the option to view Leaderboards based on “Overview” or “Standings.” 

Here’s a breakdown of office numbers & individuals listed underneath. Standings are viewed based on “Level”: reps individually, or office numbers only (dependent on Leaderboards set up within the web app Settings).

4) To view the Office breakdown underneath “Overview,” Click the name of the office to populate the drop down view of reps.

Note: If reps are not assigned to an office on the web app, they will not appear within the Overview. 

5) To adjust the date range, you may either choose specific dates based on “From Date” and “To Date,” or, you may choose from our “Quick Date” options.

A check mark will appear next to the applied selection.

6) To view a breakdown of the statistics, click the “i” in the upper left hand corner. 

Note: “Overview” and “Standings” may have different stats applied to the Leaderboards.

Keep Learning

If you’re interested in learning more about our integrations or SalesRabbit products, Schedule a demo to learn more about this feature. If you’re already a SalesRabbit user, login to our Help Center and get unlimited SalesRabbit resources.

How to View SalesRabbit App Materials

Diana May-Jennings

Download and view SalesRabbit app materials for iOS and Android

When you first log into the app or if you have added materials from the last time you updated it will prompt you to update your Sales Materials. If you choose “Update” it will start downloading them immediately. If you choose “Later” then you have to download them manually. See the steps below to access your app materials on any iOS or Android device.

iOS Process

To view the Sales Materials in the app, they must be downloaded to your iOS device.

Step 1. Navigate to More

Click on the three dots in the bottom right-hand corner of the screen.

Step 2. Getting To The Sales Materials

Inside of the “More” menu, click on “Tools”, then select “Sales Materials”

Step 3. Viewing Your Sales Materials

To ensure your Sales Materials are up-to-date click the refresh icon (two arrows circling) in the upper right-hand corner of the screen. Then your Sales Material will begin to download to your device. Click on the folder or item that you would like to view.

Android

Similar steps will be executed to access your SalesRabbit app materials on any Android device.

Step 1.

Click on the three horizontal bars in the upper left-hand corner of the screen. 

Step 2.

Inside of the menu bar click on “Tools”, then select “Sales Materials”

Step 3.

In the “Tools” section make sure it says “Sales Materials” at the top of the screen. To ensure your Sales Materials are up-to-date click the refresh icon (two arrows circling) in the upper right-hand corner of the screen. Then your Sales Material will begin to download to your device.

Pro Tips

  • When downloading you can see the progress through the status bar in the middle of the screen. The number in red next to “Tools” icon will also tell you how many materials you have left to download.
  • When you click on a PDF, the file will populate in a file format, ideal for customer viewing. The file can be forwarded or printed using the icons in the upper right hand corner of the app.

12 Characteristics of Successful Salespeople

Sean Huckstep

12 Characteristics that will make you a more successful sales rep

There are a lot of characteristics that make a salesperson successful, but there are some virtues that help boost a reps ability to become a top contender in the industry. While these 12 characteristics are not the only personality traits a salesperson needs, they are 12 of the most important characteristics to develop or maintain. 

Here they are:

  1. Empathetic
  2. Prioritizes Honesty
  3. Focused
  4. Has Grititudosity
  5. Always Remains Confident
  6. Has Humility
  7. Resilient
  8. Friendly
  9. Relationship Oriented
  10. Always Well Prepared
  11. Uses Their Creativity
  12. Has Passion

Let’s get right into it.

#1 Empathetic

While empathy is an important characteristic for anyone, sales reps especially need to prioritize this personality trait. Having strong empathy towards others will show your customers that you genuinely care about their thoughts, wants, and needs. 

#2 Prioritizes Honesty

Having integrity is a universal characteristic appreciated by everyone—especially your customers. The best sales reps are honest in both their intentions and their tactics. They understand their product or service’s limitations just as much as its benefits. They don’t over-promise benefits or downplay legitimate concerns. The best reps present their solution as it is and demonstrate why it will work for their prospects without lies.

#3 Focused

Great salespeople know exactly what they want, when they want it, and who they want it from. This single-minded focus gives them impressive control over the sales process inevitably leading to success in any professional situation. A focused sales rep logs their goals, sales, and data about their customers to guide their future sales efforts. 

#4 Has Grititudosity

If you’re not familiar with this characteristic, let me explain. Grit-i-tood-os-i-tee is a noun that our company lives by. This word is three characteristics that each salesperson needs: grit, gratitude, and curiosity. All three of these traits have personally developed SalesRabbit, our employees, and our customers.

#5 Always Remains Confident

Confidence is contagious, if you’re confident as a salesperson any lead will be able to recognize that characteristic and will reflect a confidence in you and your product. There are a lot of ways to boost your confidence levels and be the best salesperson you can. Using any of these tips and whatever works for you personally will help you in any professional and personal setting.

#6 Has Humility

Having humility doesn’t mean you can’t be a confident salesperson. Confidence in sales is key, but so is humility. Demonstrating some humility to your bosses, coworkers, and customers when appropriate will make sure you look like a well-rounded and mature rep.

#7 Resilient

A familiar word to any sales rep is “no.” Rejection is a common theme in sales for various reasons, but that means sales reps need to learn to move past rejection and not take it personally. When you can move past a customer telling you what you don’t want to hear and continue to build a relationship with them, you’ll appear professional and mature to anyone.

#8 Friendly

Being friendly doesn’t mean you have to be an extroverted person, introverts can be friendly too. The characteristic of being friendly means you can connect with many people in simple conversation and be easy to talk to. No customer wants to struggle through an awkward conversation with a salesperson, so work on your people skills so you get comfortable talking to anyone in general, not just sales related conversations.

#9 Relationship Oriented

Sales is inherently relationship-oriented. When done right, it’s a matter of establishing connections and building trust with prospects and peers. And the best sales reps have the authenticity, empathy, and motivation to do that on a consistent basis. Top-selling salespeople can add a personal element to their engagements, conversations, and deals. Building relationships with your customers and coworkers is a great way to close sales but more importantly become a confidant and trustworthy contact. 

#10 Always Well Prepared

This isn’t just a motto for the Boy Scouts of America. Top-performing reps research their prospects and, in turn, know how to best personalize and articulate their value proposition. They also have the proper materials they’ll need on hand and consider potential objections ahead of time. There’s no such thing as being “too prepared” in the world of sales.

#11 Uses Their Creativity

Creativity is a trait that many (if not all) people have, but many don’t use. Creativity is important in sales. You may not think so, because creativity is often associated with writers and artists, but it’s true. The top performers in sales look at things differently. Their creative thinking and analytical skills enable them to offer solutions that others just don’t see. 

#12 Has Passion

A surefire way to be successful in any job is to have a passion for the work. When you like what you do it brings you to a new level of success. Rather than simply completing tasks and working a set number of hours because it’s required of you, if you have passion for what you do it all seems like a great opportunity and you’re hungry to be successful at it.

What characteristics do you have or need to work on?