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Three Essential Attributes for Highly Successful Sales People

By Bob Urichuck

One of the questions I am asked most often is what characteristics are needed to be a great sales person? Here are what I feel to be the three most essential attributes to achieve long-term success in sales.

GOAL SETTING: The first question is: Do you have personal and professional written goals? These should be goals that are documented on paper and S.M.A.R.T. goals (specific, measurable, attainable, relevant, timely).

If you have no goals to shoot for, you aren’t motivated and focused to set a plan. In addition, you have no basis by which to measure your overall success. That is why one of the most important characteristics of a successful sales person is to write down both your personal and professional goals in the S.M.A.R.T. format, and create a plan of action to achieve them.

Goals and a plan of action alone are not enough. You must be self-disciplined, focused, and ready to take action!

SELF-DISCIPLINE: Discipline is a commitment to the most important person in the world. It means doing what you have to do, even when you don’t want to do it.

In order to be disciplined, you first need to identify and replace your ineffective habits with appropriate and effective daily behaviors. In turn these practices will quickly become new result-oriented habits which support your personal and professional goals.

When you are successful in doing what you set out to do, don’t forget to give yourself a reward. Any action that is recognized and rewarded will happen again. So suffer the consequences when you don’t do what you planned by denying yourself the reward. You don’t have to plan a complicated reward, something as simple as a cup of coffee or nice meal will be effective.

However, before you can master the behaviors of goal setting and discipline, you must master your attitude. It is of the utmost importance to have a desire to set goals and to be disciplined.

ATTITUDE CONTROL: You can’t build anything without a solid foundation. Attitude is the foundation for all successful people, not just sales professionals.

Attitude has been called the advance person of our real character. While its roots start within, based on the experiences we’ve had in the past, the fruit it produces are seen on the outside. Our attitude can be our best friend, or it can be our greatest enemy. What people see of our attitude is more consistent and honest than the words we speak. It can repel people away from us, or draw them to us. In order to achieve success as a sales person, you have to be in control of your attitude.

Everything revolves around you and your attitude towards yourself, your organization, the team and the products or services that you sell. Take hold of your attitude, realize it is yours and develop an attitude of self-respect, self-confidence, and self-worth. Develop an owner’s mentality and be proactive.

The ability to master a positive attitude, self-discipline and effective goals are the three core components to becoming successful in the sales profession – or at anything else in life! When you become adept at these critical characteristics, you will become successful at anything you set your mind to!

Bob Urichuck is a Sales Skills speaker whose passion and energy, along with his advance learning techniques, enables him to achieve fast results with his audience. He is one of the many talented Sales Skills Speakers you will find on

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Article Citation
MLA Style Citation:
Urichuck, Bob "Three Essential Attributes for Highly Successful Sales People." Three Essential Attributes for Highly Successful Sales People. 20 Feb. 2012. 2 Aug 2014 <>.

APA Style Citation:
Urichuck, B (2012, February 20). Three Essential Attributes for Highly Successful Sales People. Retrieved August 2, 2014, from

Chicago Style Citation:
Urichuck, Bob "Three Essential Attributes for Highly Successful Sales People"

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