B2B buyers say the trait they value most in salespeople is active listening, and B2B sales managers say the trait they value most in salespeople is problem-solving, according to recent research from LinkedIn.
The report was based on data from a survey conducted in November and December 2019 among 507 salespeople and sales managers in the US who primarily work in B2B sales, as well as 502 business decision-makers in the US who have influence over purchasing decisions at B2B companies.
B2B Buyers' View
B2B buyers say the traits they value most in salespeople areactive listening (42% say so), problem-solving (38%), confidence (38%), and relationship-building (34%).
Those are followed by oral communication, technology proficiency, experience, industry expertise, critical thinking, and creativity:
Sales Managers' View
Sales managers say they traits they value most in B2B salespeople are problem-solving (34% say so), relationship-building (33%), and critical thinking (33%).
Those are followed by confidence, oral communication, technology proficiency, active listening, creativity, coachability, and persuasiveness:
About the research: The report was based on data from a survey conducted in November and December 2019 among 507 salespeople and sales managers in the US who primarily work in B2B sales and 502 business decision-makers in the US who have influence over purchasing decisions at B2B companies.
