The 10 Traits B2B Buyers and Managers Value Most in Salespeople

According to recent research from LinkedIn, B2B buyers value active listening and problem-solving as the most important traits in salespeople. Sales managers, on the other hand, place the most value on problem-solving, relationship-building, and critical thinking.

The survey included 507 salespeople and sales managers, as well as 502 business decision-makers who are influential in B2B purchasing decisions. B2B buyers also appreciate confidence, oral communication, technology proficiency, and experience in salespeople.

Sales managers emphasize confidence, oral communication, technology proficiency, active listening, creativity, coachability, and persuasiveness. These traits can help salespeople build relationships, solve problems, and convey confidence to buyers.