What Makes a Great Salesperson?

skullcandy, rick alden
Ed McCulloch
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Perfect Execution

Rick Alden built Skullcandy, which sells hip headphones popular with action sports stars, on his core customers' devotion to a brand and the lifestyle it represents. His salespeople don’t have to be snowboarders, but he does expect them to embody the company's cultural DNA. The job demands equal enthusiasm for the product and for meeting clients' needs. "A good salesperson is passionate about the brand of Skullcandy and the uniqueness of the product," he says, "and then someone with perfect execution, who does what they say they will do and delivers what they say they will deliver. No buyer should ever be left hoping their salesperson will come through."