difference between good and bad salespeople

A lot of the salespeople I coach have a weakness in their Sales DNA – their need to be liked.  Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency.  Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%.

What would it look like if we were to pivot this data and look only at the group who have it as a weakness?  When we filter the results by the need to be liked, there are some very interesting scores.  Could it be that the need to be liked – by itself – is a predictor of sales success?  Maybe.  We know that if the salesperson is in an account management role, the need to be liked is an asset.  However, in any kind of producer role, especially in a consultative process or methodology, it will get in the way.  Take a look at this data!