What do I believe are the most important qualities of a successful sales representative? What makes a successful sales representative is called transparency. With your clients, you have to be truthful because it could come back at you and it will. Being honest with your clients, finding commonality with them, and speaking with them, not speaking against them, and offering them what is it that they actually need, and what makes them sleep well at night, and you give them the right coverage without shoving anything down their throat. It's happened to many in the past, and I've seen it happen, and we're very unsuccessful.