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What makes a Software Sales person Successful?

More so than most other roles out there, sales success is highly reliant on personality. In fact, research from Ideal, the AI recruitment software vendor, has found that 85% of a sales person's success can be attributed to their personality, and 15% to their brains. In a study of more than 46,000 sales people, "intelligence was correlated with sales volume but only for sales people who are high in people skills", explained Ideal's Data Scientist, Ji-A Min.

With this in mind, hiring software sales people with the right character traits might even be more important than hiring those with the right smarts. So what are software sales leaders looking for in candidates?

Well, in my experience, Software Industry leaders definitely want the smarts. Many will not entertain those without a degree. Which is why here at Pangaea, we will always push back if we know someone can deliver. If someone is smashing software sales targets between 150% to 250% year on year for the last 5 years, it would be short-sighted not to interview them. Emotional intelligence is far more important in such a role and a degree does not necessarily denote intelligence - after all, Bill Gates doesn't have a degree.....and neither do I ;-).

Here are the top 3 personality traits our software sales leaders value in their sales Rockstars:




If you'd like to arrange a call to discuss hiring more people with these traits, (anywhere in the World), get in touch now.

Until next time,

Take care,


Date: 20/03/2018 | Author: Natalie Gardner