What Makes a Great Salesperson?

6 Essential Traits And Skills

Tired of the same old salespeople? 

Looking to up your game in the SaaS space?

You're in luck.

To help you get the best sales reps on board, we've broken down what makes a great SaaS salesperson.

From interpersonal skills to tech-savvy and a few other essentials, here's what you need to know to find the perfect fit for your team.

What Makes a Great Salesperson in SaaS? A Quick Overview of a Great SaaS Rep

Before we dive in, let's quickly run through the basics of what makes an excellent SaaS salesperson.

First and foremost, a great SaaS sales rep should have strong people skills. They need to connect with customers, build relationships and make an excellent first impression.

Being Tech-savvy is another must. 

A great SaaS sales rep needs to be able to understand and explain the solution they're selling. They need to be able to answer questions, troubleshoot, and provide personalized help to customers.

On top of this, great SaaS salespeople need to be self-motivated. They should have the drive and energy to stay motivated despite tough times.

Plus, excellent communication is essential. 

Communicating clearly and concisely, both verbally and in writing, will help them build an effective sales strategy to hit their targets.

6 Essential Traits and Skills for a Great SaaS Sales Person

Now that we've got the basics down, let's get into the nitty-gritty. Here are six essential traits and skills that make an exceptional SaaS salesperson.

1. Relationship building

Sales are all about relationships. 

A great SaaS sales rep should be able to connect with customers and build trust quickly. They need to be likable and professional and have a basic understanding of human behavior.

For instance, they should be able to pick up on body language and facial expressions and read between the lines.

They must also be able to develop relationships over time. They should be able to nurture customer loyalty, keep in contact and maintain customer satisfaction.

Other things to look for concerning relationships:

  • Empathy – The ability to put themselves in their customer's shoes.
  • Organizational Skills – Keeping on top of everything, from customer data to emails and administrative tasks.
  • Transparency – Being honest and upfront with customers, even if it means delivering bad news.

2. Experience with tech

A great SaaS sales rep needs to have a good understanding of the technology they're selling. They should be able to explain it to customers clearly and answer any questions.

On top of this, a great sales rep should be able to use the technology themselves. They should be familiar with the product and know how to troubleshoot any potential issues that may arise.

Imagine you're selling a project management solution. You must understand how the product works, how to use it, and what features are valuable for customers.

For this example, understanding project management, in general, would also be beneficial. This could include knowledge of industry best practices, common challenges, and managing a team effectively.

3. Problem-solving skills

A great SaaS sales rep should be able to think on their feet and quickly come up with solutions to any customer questions or issues.

They should be able to assess a situation and offer practical advice on how to move forward. They should also be able to think outside the box and look at different angles to find a solution.

For example, if a customer has a problem with the product's user experience, they should be able to look at different options and come up with a viable solution.

4. Self-starter attitude

A great SaaS sales rep should have a strong work ethic and be able to motivate themselves to hit their targets.

They should be able to stay focused and prioritize tasks while also keeping an eye on the bigger picture. They should also be able to manage their time effectively and stay organized.

5. Persuasion skills

A great SaaS sales rep needs to be able to close deals. A good salesperson will be able to demonstrate the value of their product and use persuasive language and tactics to convince the customer.

For instance, they should be able to use stories and analogies to show the customer the benefits of their product and use good negotiation techniques.

Some other skills in this area include:

  • Active listening – Listening to customers and understanding their needs.
  • Product knowledge – Knowing the product well and being able to answer any customer questions.
  • Communication – Being articulate and having strong communication skills.
  • Confidence – Having the confidence to pitch and close the deal.

6. Adaptability

Finally, a great SaaS sales rep should be able to adapt quickly. The world of tech is constantly changing, and they should be able to keep up with the latest trends and technologies.

They should also be able to think on their feet and adjust their strategies as needed. They should be willing to take risks and try out new ideas while also being able to roll with the punches if things don't go as planned.


Many of these skills combine to create a great SaaS sales rep. They need to have a good understanding of the product they're selling and be able to think on their feet, solve problems, and have a strong work ethic. 

They should also be able to demonstrate the value of their product, communicate effectively, and stay up to date with the latest developments in their industry. With these skills, a great SaaS sales rep can close deals and exceed targets.


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