Is Being Good at Sales a Talent, or Can It Be Taught?

Written by Adam Grossman

An ordained rabbi, who has founded multiple ventures focused on workforce development, he is a cofounder and the Chief Development Officer at The Selling Factory.

businessman, team spirit, teamwork-1492563.jpg

Did you know that the median income for a sales representative is just over $60,000 per year? Becoming a salesperson can be a lucrative career path, but many people aren’t quite sure if they have what it takes in order to succeed. Having the right sales soft skills is crucial when it comes to succeeding in sales.

However, do you need to be born with them, or they can they be taught? Let’s explore the answer to how to be good at sales below.

Is Being a Good Salesperson Natural, or Can It Be Taught?

People often think that sales is a talent that you either have or don’t have. Yet, this isn’t true. Anyone can learn how to become a successful salesperson.

This starts with learning sales soft skills. The good news is that they can be developed over time. All it takes is a genuine interest in learning about people and understanding their needs. This means being willing to ask questions and listen carefully to the answers, as well as understanding the psychology of sales.

However, you must be willing to put in the work of prioritizing and practicing these sales soft skills.

With the right attitude and commitment to learning, anyone can learn how to become a good salesperson.

The Four C’s

The foundation for improving your capabilities as a sales representative are the four C’s – Confidence, Communication, Care, and Critical Thinking.

Confidence is key when it comes to building relationships with potential customers and presenting your product or service. Communication allows you to clearly explain your product and answer any questions customers may have. Care is needed to ensure that the customer has a positive experience and that their needs are met. And critical thinking skills will help you identify opportunities, solve problems, and make informed decisions.

They might come naturally to you, or you may have to put in a bit of work to develop them. By mastering these four C’s, you can become an effective sales representative and make a lasting impact on your customers.


A common issue that salespeople encounter is not having confidence. It can be intimidating to connect with potential customers, especially if you don’t have a lot of experience in sales. The good news is that there are ways to boost your self-confidence.

Take the time to reflect on your strengths and weaknesses. This can help you to identify areas where you can improve and areas where you excel. It can also give you a better understanding of how to approach different situations.

In addition to focusing inward, gaining confidence requires stepping outside of our comfort zone and trying new things. Start by interacting with strangers in everyday situation. This can be done by talking to people in everyday spaces like the supermarket or in the park. Use Jia Jiang as a guide, whose “Rejection Therapy” helped him build confidence by overcoming the fear of rejection.

While this can be daunting, the goal is to make mistakes. This teaches us a new skill. It builds up our resilience, so that we better trust our own judgement in the future. Over time, this will get easier and eventually become second nature.


Communication is an essential soft skill in any profession. It involves speaking, writing, and listening. Practicing effective communication can help you build strong relationships, foster collaboration, and create a positive work environment.

When it comes to good communication, brevity and clarity are essential. No one wants to be bogged down with irrelevant information or phrasing that takes away from the core message. Whether you’re communicating orally or in writing, it is important to get to the point quickly and concisely. You should use language that your customers will understand, and focus on the most relevant information when possible. Avoid long-winded phrasing or flowery language that does nothing but detract from the main point. If your communication is concise and clear, it will be more likely to be successful.

Avoid using industry jargon or buzzwords. These words make it difficult for customers to understand what you are saying and could create a divide between you and your customers. Use language that is easy to understand. Explain concepts in simple terms, and don’t assume that your customers know the same things you do. Showing that you respect their knowledge and experience goes a long way towards creating a positive relationship.

When we think of communicating effectively, we often focus on the words we use. But words alone are not enough to convey our meaning accurately. Tone and inflection also play a vital role. Tone is the attitude we convey in our voice and writing. It can help us emphasize certain points or create a more persuasive argument. Inflection is the rise and fall of our voice during a conversation and it can help us emphasize certain emotions or add emphasis to certain words. Both of these elements can make conversations more engaging and memorable. By paying attention to our tone and inflection, we can ensure that our message is conveyed accurately and with maximum impact.

As you build greater communication skills, you can then exponentially improve your performance.


When it comes to sales, being able to demonstrate that you care about people is key. This means going beyond simply providing a product or service. It means listening to their concerns, understanding their needs, and taking the time to help them.

Genuinely caring about the customer’s needs requires empathy, patience, and a willingness to go the extra mile. If you can demonstrate that you have the customer’s best interests in mind, they will be more likely to come back time and again.

Take the time to listen to everything your customers have to say. This starts by letting them talk without interruption or judgement. Make sure they know that you are listening and taking their feedback seriously. Ask clarifying questions to make sure you understand their point of view and what they’re looking for in a solution. This will not only help you to better serve them, but will showcase that you understand their needs and concerns.

In order to build a greater level of empathy, practice visualizing yourself in the customer’s position. This means putting yourself in the customer’s position and imagining how they feel, what they want and how your product or service can help them. Doing this will help you gain a deeper understanding of their needs and desires, which can help you create better solutions for them.

By exercising your listening skills and incresing your empathy, you will build greater trust and a deeper connections for stronger and more lasting relationships.

Critical Thinking

Critical thinking is the ability to analyze a situation objectively, examine the evidence, and draw logical conclusions. It challenges you to question your assumptions, evaluate arguments, and change your mind if the evidence warrants it. To become better at critical thinking, it’s essential to look at situations from different perspectives.

In sales, critical thinking helps a person handle objections. It requires an understanding of both the customer’s needs and the product or service being offered. When faced with an objection, the best course of action is to try to identify the customer’s underlying concern. Once you understand what the customer is after, you can come up with a solution that addresses their needs. It’s also important to remember that each sales interaction is unique, so what worked in one situation may not necessarily work in another. Being flexible and open-minded to new ideas is key to coming up with creative solutions and closing the sale.

To develop this skill, it’s important to practice problem-solving in a variety of scenarios. One way to do this is to participate in sales exercises that challenge you to think creatively. This might include being presented with a customer’s problem and asked to come up with a solution. This exercise encourages you to think critically and come up with creative solutions that you may not have considered before. It also helps you become comfortable with challenging conversations and dealing with resistance. By taking part in these exercises regularly, you can strengthen your critical thinking skills and become better equipped to handle any problem that comes your way.

How Else Can I Improve As a Salesperson?

Stay informed on the latest developments in sales and marketing. Read blogs, attend seminars, or take classes so that you can stay on top of the latest trends and methods.

Working with a professional sales coach can also be beneficial.

They can help you identify areas where you need improvement and give you practical advice on how to overcome any challenges. For instance, they can help you develop better cold-calling techniques, or teach you how to ask the right questions to uncover information that will help close a sale.

Be sure to take this into consideration when moving forward. Leveraging all of the resources available to you will help take your performance to the next level.

Sales Soft Skills Are Essential

As long as you keep the above sales soft skills in mind, you can become a successful salesperson. Being born with certain traits can certainly help, but having the right mindset and learning the necessary skills is key to success as a salesperson.

Looking for more information on how we can help? Feel free to get in touch with us today to see what we can do.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.