I’ve been swamped of late with sales candidate assessments for different customers and have encountered an important trait – common sense. This is a broad topic, but we use it in a fairly defined manner – using common sense. We actually measure this aptitude in one of our assessments which often leads to rather pointed discussions…especially when a candidate has a low score in this area.
But what of it? Our definition utilizes speaks to common sense being more of a natural reflex as opposed to a logical thinking process. I’m not talking about intuition but rather the practical thinking in regards to seeing the world. Does that make sense? The ability is clearly beneficial to successful selling.
Think of salesperson’s task – successfully convince a stranger to hand over their (or their company’s) money for your product or service solution. Most times salespeople have to go to the client’s facility to meet with them. Most times they have never met the prospect. Most times they are not certain of all of the buying factors (need, budget, decision process, timing, etc.). If you think about it, this is a tall order.
Now think of a salesperson with the ability to see things in a practical manner, to see the world clearly. How intrinsically helpful is this ability? A salesperson with this aptitude can move through a qualifying process quickly and accurately. In essence, they are more efficient.
A salesperson lacking in this area has to incorporate more aids (record keeping, organizing tools, selling system reminders, etc.) to move through the same area. It has been my experience that these salespeople will move slower in comparison to the aforementioned salespeople. These salespeople will also miss some important qualifying points. They will, essentially, take longer to cover the same ground.
I’m not sure this distinction is necessarily critical in the present market. Most companies I talk to are thoroughly qualifying every lead – they are not overwhelmed with hot leads. Yet, the economy will pick up and business will start to move into a faster pace when it does. At that point, a less efficient, slower-moving salesperson may become a real liability.
If you are not assessing salespeople today, it is time to start.