The most valuable trait in sales reps isn't what you think.

Your typical list of "Top 10 Traits For Sales Reps" all cite empathy, communication skills, leadership potential and grit. While all of these are important, there is one standout factor that will make or break a rep's career.

We ran a poll on LinkedIn last week with the simple question: What trait do you value most in a sales rep?

Surprisingly, zero people said persuasive communication was the most valuable trait. Instead, 57% of respondents pointed to the same one — and for good reason.

Coachability came out on top. We have a theory as to why:

If a rep is willing to learn, adapt, and apply feedback, they can develop any other skill — grit, communication, leadership, you name it. But without coachability? None of that sticks. Let's give an example:

Chet has more grit than anyone you know. He makes more calls, works the most hours, and takes the fewest breaks. His output is consistent yet you know that adding a few more tools to his toolkit could drastically increase his close rate, growing not only total revenue for the company, but Chet's individual commissions. The only issue? Chet won't listen. You constantly offer feedback and suggestions, but he considers himself "too busy" to spend the time it takes to implement.

Michael, a sales rep with less tenure, has started to outsell Chet after only three months on your team. When he came in, he had no experience selling, little work history, and was not a great communicator. How did he transform? Coachability. 

Through willingness to learn and implement feedback effectively, the Michaels of this world will always outperform the Chets in the long run. Being the most empathetic, the most charming or the most persistent will not matter if you cannot learn the traits that make a rep well-rounded and ultimately successful.

Long story short? Don't measure yourself for where you are currently. Measure how well you are learning, improving, and becoming the best version of yourself.

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