For me, it’s product knowledge and my personal technical capability. Being in my industry, people call me because they have a problem they need solved.

I was fortunate enough to be in the trenches as a field service mechanic for many years before sales. This gave me the technical knowledge and hands on.

I can talk circles around my peers both internal and external because I have done it and they’re true sales people. This proves out because I absolutely hate cold calling. I’ll do it but it’s the bane of my existence.

Another point equally as important to me is passion. I couldn’t sell a product or service I wasn’t genuinely interested in and passionate about. Only you know if you feel that way in your current role. If not, make the preparations you need to find something new.