The question of whether salespeople are born or made has sparked countless debates in the world of business. Is there a natural inclination or "sales gene" that makes someone inherently better at sales? This is a question I recently posed on LinkedIn, accompanied by a link to an article discussing whether such a gene exists.

Before diving into the nuances of this topic, let's acknowledge one thing: Sales are undeniably the lifeblood of any organization. No matter how great a product or service is, without a team to bring it to market, a company simply cannot survive. Sales teams are indispensable.

When considering whether salespeople are naturally born or molded by experience, I find myself torn. There are certainly natural abilities or talents that can make someone more suited to sales. These traits, however, can be both a blessing and a potential drawback, depending on how they are harnessed over time.

A Lesson from My First Mentor

I recall a valuable lesson I learned early in my career. Back in high school, I worked at a grocery store in a small town. During that time, I met a man who owned a milk distribution company. He worked incredibly hard—always on the move, driving his truck in and out of stores, yet he always had a smile on his face. After I graduated and went to college, he offered me a job for the summer when he needed someone to cover his route while he took a vacation. His son, who usually took over, had just graduated from college, and the young man who worked for him in high school wasn't old enough to drive a commercial truck.

Working with him, I learned a lot about what it takes to run a successful business. He wasn’t just selling milk and ice cream; he was selling himself—his reliability, his energy, and his commitment to quality. One day, he gave me some of the best advice I've ever received:

"Jim, if you don't have the money to buy a business, look at opportunities to get into sales. Get into sales so that you are paid for what you do."

Looking back now, more than 40 years later, his advice resonates more than ever. What I observed that summer was that his success wasn't just about having a great product; it was about his personality and his ability to connect with people. He was dependable, competitive, and took pride in ensuring that his displays were the best. These are qualities that go beyond mere natural talent—they are cultivated through experience and a commitment to excellence.

Natural Abilities vs. Learned Skills

Some people might say that to be a good salesperson, you need to have "the gift of gab." I’ve been told that myself. However, what they didn’t understand is that I don't enjoy walking into a room full of strangers. Networking, as I’ve heard it described, is my nightmare. I’m far more comfortable in one-on-one situations or with people I already know.

So, are there natural-born salespeople? Based on my experience, a great salesperson embodies qualities such as:

• Dependability

• Energy

• Enthusiasm

• Pride in their offering

• Deep knowledge of their product or service

• Ability to articulate why their offering is the best

Notice that these traits don’t necessarily include being extroverted, aggressive, or the life of the party—attributes often associated with salespeople. In fact, sometimes those who are naturally outgoing can struggle in sales because they may lack discipline or organizational skills.

Essential Traits of a Successful Salesperson

Through my years in sales, I have identified five key traits that contribute to success in this field:

1. Trustworthiness: Building and maintaining trust is paramount. A successful salesperson understands the value of trust in a business relationship.

2. Lifelong Student: The best salespeople are eager to learn. They are constantly looking for ways to improve their skills and better serve their clients.

3. Dependability: Being reliable is crucial. Clients and colleagues need to know they can count on you to deliver on your promises.

4. Discipline: Success in sales often comes down to doing the things others don’t want to do, consistently and without fail.

5. Attention to Detail: While not all salespeople are naturally detail-oriented, it is a skill that can be developed. High performers who lack this trait often compensate by hiring people to delegate the details to.

The Verdict: Born or Made?

Ultimately, the question remains: Are there natural-born salespeople? The article I referenced suggests that individuals with an adaptive learning gene might have an edge in sales. I agree that certain natural traits can be advantageous. However, being a successful salesperson is not solely about innate abilities. The skills required—trustworthiness, a willingness to learn, dependability, discipline, and attention to detail—can all be developed over time.

So, while there may be some natural-born tendencies that help, I firmly believe that great salespeople are made through commitment, continuous learning, and the desire to improve daily.

The debate over whether salespeople are born or made may continue, but what remains clear is that a commitment to growth and excellence is the true driver of success in sales.

—JIM

Expect to Win!

#xp2win