7 Key Traits to Look for in a Government Sales Professional

July 16, 2024 | Government

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The role of a sales professional is critical when it comes to navigating the intricate world of government sales. Government contracts are often lucrative but come with a unique set of challenges and regulations. Hiring the right sales professional can make the difference between success and missed opportunities. Here are seven essential traits to look for in a government sales professional.

1. Deep Understanding of Government Procurement Processes

A proficient government sales professional must comprehensively understand the procurement processes unique to government entities. But be careful in taking this too “far.” Its not a contest on who knows the FAR better. It’s about winning business. Know the rules, but more importantly, think about this from a sales perspective. What is the easiest way for my customer to buy what I sell? Contract vehicle? Simplified Acquisition? Credit Card? Once you figure this out, ensure you have their preferred method. If you don’t have it,  have a partner that does.

2. Strong Relationship-Building Skills

Government sales are heavily relationship-driven, despite what some people think when they enter the market for the first time. We must excel at building and maintaining relationships with key stakeholders, including government procurement officers, decision-makers, and prime contractors. Notice how many people I just listed there? You have to build relationships with more than one person to succeed. Trust is paramount. It’s built slowly and it’s built through actions, not words.

3. Excellent Communication Abilities

Clear and effective communication is crucial in government sales. Sales professionals need to articulate their company’s value proposition by using key metrics in their marketing and their conversations. We must be able to convey complex technical information in a way that is easily understood by non-technical government officials. Use words that people understand and avoid sounding like the smartest person in the room. Just be the smartest person in the room who knows how to communicate with anyone on any level.

4. Attention to Detail

Do what you say. Say what you do. If you set a deadline, meet it. If you promise your prospect more information about your product or service, follow up timely. Work your prospects diligently by following up often. Do the same with your existing customers. Following up with existing customers and discussing new opportunities is the easiest way to increase your revenue because they already know and trust you.

5. Strategic Thinking and Planning

Navigating the government sales landscape requires strategic thinking and long-term planning. A capable government sales professional should be able to develop a strategic plan that aligns with the company’s goals and the procurement cycles of government agencies. What’s even more important, though, is executing that strategy. I see so many folks get stuck in the strategy and don’t do enough execution. 

6. Resilience and Persistence

Successfully winning a government contract can take forever and involves many stages, from the first contact to getting your first award. It’s a tough game, but I’ve learned that being resilient and persistent is super important in this field. You’ve got to be able to handle rejection, push through obstacles, and stay motivated through the whole long process. Staying focused and determined is what can make the difference in a company’s success in this area

7. Driven By Production

The most successful salespeople I’ve seen bet on themselves. They bet they can produce, and most of their compensation is based on what they produce. I don’t advocate for 100% commission gigs, but I also don’t believe in making a government sales professional’s compensation heavy in the base salary section. Find ones who want to make money and continually want to shatter their goals. 

Hiring the right government sales professional is crucial for companies looking to thrive in government contracting. By prioritizing these seven traits, companies can position themselves for sustained success in this competitive field.

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