Every March, the buzz of college basketball ignites a fire in us all (ok not me but a lot of people).
Although growing up in Syracuse NY—with my mom an SU alum—it wasn’t just about the game; it was about passion, tradition, and relentless drive.
Even if you – like me – aren’t a die-hard fan, there’s a magic to the tournament that mirrors the energy we need in sales: the excitement of the Sweet 16, the grit of the Elite Eight, the Final Four building up the thrill that culminates in the championship game.
Imagine your sales traits as your NCAA bracket seeds, each one critical to your journey toward victory. Here are 16 key traits that can transform you into a sales champion:
- Optimism
- Persistence / Tenacity
- Drive
- Phone Voice
- Personality
- Listening
- Coachable / Love to Learn
- Emotional Intelligence
- Business Understanding
- Resilience
- Work Ethic
- Personal Responsibility
- Stretch Mentality
- Curiosity
- Courage
- Insightful Questioning
For the Sales Performer: Your Winning Playbook
You don’t need to master all 16 traits to succeed. Just like in March Madness, it’s not about checking every box—it’s about leveraging your best plays when it counts. In the tournament, great teams face off, only the strongest advance.
Here’s how you can channel that same competitive spirit in sales:
- Leverage Your Strengths: Like a top-seeded team, lean into what makes you unique. Trust your instincts and let your standout skills drive every call.
- Embrace Your Weaknesses: Every contender has room to grow. Recognize your areas for improvement, learn from each setback, and use them as fuel to get better.
- Push Beyond Your Comfort Zone: Champions make bold moves when the stakes are high. Step up, take calculated risks, and challenge yourself even when the odds seem stacked.
Every interaction is a chance to refine your game. Remember, success isn’t about mastering every trait – it’s about playing to your strengths and evolving with every round.
For the Sales Leader: Build Your Dream Team
Look at the 16 traits and run your own internal tournament to determine what your organization needs in an inside salesperson. When building your dream team, clarity is key.
If you haven’t defined what your ideal candidate looks like, how will you:
- Ask the right questions to uncover these critical traits?
- Spot them where they matter most?
- Know when you’ve found that perfect fit?
Just as every March Madness bracket is built on strategy, grit, and passion, your success in sales comes from cultivating your own & the team’s success traits and never shying away from the challenge.
Let March Madness inspire you to refine your skills, challenge your limits, and recruit a team that’s ready to take on any opponent.
Game on,
Lynn