{"id":54529,"date":"2025-08-27T11:22:55","date_gmt":"2025-08-27T11:22:55","guid":{"rendered":"https:\/\/www.clevry.com\/?p=54529"},"modified":"2025-08-21T11:32:57","modified_gmt":"2025-08-21T11:32:57","slug":"sales-has-a-new-favourite-trait-and-its-not-what-you-think","status":"publish","type":"post","link":"https:\/\/www.clevry.com\/en\/blog\/sales-has-a-new-favourite-trait-and-its-not-what-you-think\/","title":{"rendered":"Sales has a new favourite trait. And it\u2019s not what you think"},"content":{"rendered":"\n<p>For years, the ideal sales candidate was defined by their sociability. Outgoing, personable, quick to build rapport, <em>Gregarious<\/em> was the trait many hiring managers sought out first. But our latest <a href=\"https:\/\/www.clevry.com\/en\/hiring-intelligence-report-q2-2025\/\">Q2 2025 Hiring Intelligence Report<\/a> tells a different story.<\/p>\n\n\n\n<p>Based on over 400,000 <a href=\"https:\/\/www.clevry.com\/en\/platform\/assessments\/psychometric-assessments\/\">psychometric assessments<\/a>, the data now shows a significant shift in what employers value most in sales roles. <em>Striving<\/em> and <em>Resilient<\/em> have overtaken <em>Gregarious<\/em>, signalling a new priority: persistence, pressure tolerance, and inner drive.<\/p>\n\n\n\n<p>This change marks more than just a reordering of trait preferences. It reflects a deeper shift in how organisations define sales potential, manage performance, and build high-output teams.<\/p>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-image size-large\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"535\" src=\"https:\/\/www.clevry.com\/wp-content\/uploads\/Sales-has-a-new-favourite-trait.-And-itrs-not-what-you-think-1024x535.png\" alt=\"Sales has a new favourite trait. And itrs not what you think\" class=\"wp-image-54531\" srcset=\"https:\/\/www.clevry.com\/wp-content\/uploads\/Sales-has-a-new-favourite-trait.-And-itrs-not-what-you-think-1024x535.png 1024w, https:\/\/www.clevry.com\/wp-content\/uploads\/Sales-has-a-new-favourite-trait.-And-itrs-not-what-you-think-300x157.png 300w, https:\/\/www.clevry.com\/wp-content\/uploads\/Sales-has-a-new-favourite-trait.-And-itrs-not-what-you-think-150x78.png 150w, https:\/\/www.clevry.com\/wp-content\/uploads\/Sales-has-a-new-favourite-trait.-And-itrs-not-what-you-think-768x401.png 768w, https:\/\/www.clevry.com\/wp-content\/uploads\/Sales-has-a-new-favourite-trait.-And-itrs-not-what-you-think.png 1200w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>From people person to pressure performer<\/strong><\/h2>\n\n\n\n<p><em>Gregarious<\/em> has long been synonymous with sales success. And for good reason, social ease, charm, and relationship-building have clear value in prospecting and client engagement.<\/p>\n\n\n\n<p>But charm alone doesn\u2019t close deals. And it certainly doesn\u2019t sustain performance in today\u2019s competitive, high-pressure sales environments.<\/p>\n\n\n\n<p>According to the Report, <em>Gregarious<\/em> dropped from Rank 3 to Rank 9 among the most assessed traits in Sales. Meanwhile, <em>Striving<\/em> rose to the top spot, and <em>Resilient<\/em> surged from 11th to 2nd. These movements are not incidental.<\/p>\n\n\n\n<p>Hiring teams are beginning to recognise that top performers share something more durable than charisma. They have grit.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong><strong>What Striving signals<\/strong><\/strong><\/h2>\n\n\n\n<p><em>Striving<\/em> is the behavioural expression of motivation. It reflects a person\u2019s inner engine, the drive to improve, to compete, to pursue outcomes with energy and consistency.<\/p>\n\n\n\n<p>In Sales, this trait manifests in several important ways:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Consistent pursuit of targets without constant prompting<\/li>\n\n\n\n<li>Willingness to go beyond minimum requirements<\/li>\n\n\n\n<li>Discomfort with underperformance or stagnation<\/li>\n<\/ul>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Put simply: people high in <em>Striving<\/em> don\u2019t wait to be told. They chase.<\/p>\n\n\n\n<p>And they don\u2019t just chase when things are easy. They keep going when it\u2019s difficult, when rejection is high, when fatigue sets in. This is where <em>Resilient<\/em> becomes the complement that matters.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Why resilience matters now<\/strong><\/h2>\n\n\n\n<p>Sales is, by nature, a high-friction role. It involves rejection, negotiation, targets, and pressure.<\/p>\n\n\n\n<p><em>Resilient<\/em> describes the capacity to recover quickly from setbacks, remain grounded during difficulty, and maintain confidence under challenge.<\/p>\n\n\n\n<p>The sharp rise of <em>Resilient<\/em> in Sales hiring reflects an acknowledgment that performance is not just about skill, it\u2019s about sustainability.<\/p>\n\n\n\n<p>Many salespeople can succeed when the pipeline is full, when deals are closing, when the environment is supportive. Fewer can maintain output when things go quiet, when goals are missed, or when market conditions tighten.<\/p>\n\n\n\n<p>Organisations are looking for individuals who can keep delivering without needing emotional rescue.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>High performance comes at a cost<\/strong><\/h2>\n\n\n\n<p>It\u2019s no secret that burnout is common in sales. High quotas, long hours, fluctuating targets, and variable income all create pressure.<\/p>\n\n\n\n<p>Hiring candidates who are both <em>Striving<\/em> and <em>Resilient<\/em> helps manage this cost. These individuals are not immune to stress, but they are better equipped to manage it.<\/p>\n\n\n\n<p>They don\u2019t just want to win. They can keep functioning when the momentum dips.<\/p>\n\n\n\n<p>And this isn\u2019t just good for revenue. It reduces attrition, <a href=\"https:\/\/www.clevry.com\/en\/platform\/assessments\/onboarding\/\">onboarding<\/a> cost, and long-term team instability.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>What this means for hiring teams<\/strong><\/h2>\n\n\n\n<p>This shift isn\u2019t about devaluing interpersonal skills. Sociability still has its place, especially in relationship-based or consultative sales environments.<\/p>\n\n\n\n<p>But the data is clear: the traits that now define success in sales are behavioural, not stylistic.<\/p>\n\n\n\n<p>If your hiring process still prioritises confidence over composure, or warmth over drive, you may be selecting the wrong candidates for the challenges ahead.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Practical adjustments for sales recruitment:<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Integrate <a href=\"https:\/\/www.clevry.com\/en\/resources\/psychometric-test-for-recruitment-guide\/\">psychometric tests<\/a> that measure <em>Striving<\/em> and <em>Resilient<\/em> explicitly<\/li>\n\n\n\n<li>Revisit your job descriptions and interview questions to reflect these traits<\/li>\n\n\n\n<li>Prioritise real-world evidence of pressure tolerance and sustained output<\/li>\n\n\n\n<li>Consider adding simulations or stress-based tasks to final-stage assessments<\/li>\n<\/ul>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Hiring based on motivation and mental durability isn\u2019t just predictive, it\u2019s protective. It ensures your hires can handle the load.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Traits that still matter<\/strong><\/h2>\n\n\n\n<p>While <em>Gregarious<\/em> has declined in rank, it doesn\u2019t mean it\u2019s irrelevant. In certain roles, high-touch sales, client success, long-cycle deals, being socially fluent is still valuable.<\/p>\n\n\n\n<p>However, it\u2019s becoming a secondary filter rather than a primary driver.<\/p>\n\n\n\n<p>In short:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><em>Striving<\/em> gets you through the door<\/li>\n\n\n\n<li><em>Resilient<\/em> keeps you going under pressure<\/li>\n\n\n\n<li><em>Gregarious<\/em> enhances relationships once the fundamentals are in place<\/li>\n<\/ul>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>This sequencing reflects a more grounded, performance-based approach to sales hiring.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Final thoughts<\/strong><\/h2>\n\n\n\n<p>Sales is still about results. But how those results are achieved is under increasing scrutiny.<\/p>\n\n\n\n<p>The <a href=\"https:\/\/www.clevry.com\/en\/hiring-intelligence-report-q2-2025\/\">Q2 2025 HIRe Report<\/a> makes it clear: the best salespeople are not just persuasive. They are persistent. They are self-driven. And they can take the hits without losing momentum.<\/p>\n\n\n\n<p>If you want a sales team that performs consistently, hires that last longer, and fewer high-burnout exits, it\u2019s time to prioritise the traits that matter under pressure.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n","protected":false},"excerpt":{"rendered":"<p>For years, the ideal sales candidate was defined by their sociability. Outgoing, personable, quick to build rapport, Gregarious was the trait many hiring managers sought out first. But our latest Q2 2025 Hiring Intelligence Report tells a different story. Based on over 400,000 psychometric assessments, the data now shows a significant shift in what employers [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":54531,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[64],"tags":[],"class_list":["post-54529","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-assessment"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales has a new favourite trait. 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