You can’t. How’s that for a start? Selling Power has an article titled It’s All About Changing Behaviors. I bring this topic up since core behavior, or natural style, is typically static. Some people can adjust their behavior (style) for short periods of time even up to 90 days or so. However, someone’s core behavior or style does not drastically shift over their lifetime. This chameleon ability partly explains why certain candidates can appear to be something they are not in the interview process.

From the article:

1. Determine what’s working.
Evaluate your top performers with an eye toward identifying which behaviors set them apart and help them achieve high levels in growth, customer satisfaction, and efficiency. The program will be designed to encourage the more average performers to adopt these behaviors.

That is a fair approach and knowing what tasks lead to success is valuable. Yet, some employees on the team will not be willing nor able to complete some of the tasks of the top performers. The average performers are average for a reason.

The simple truth that is avoided here is that some people will never be able to do the tasks necessary for success in the specific role. Ever.

I would suggest evaluating the team members and identifying their natural strengths, vulnerabilities and style. A customized development plan can then be designed for that individual.

Obviously, the best course of action is to hire the right people for these positions.

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Is it Labor Day weekend yet? Let’s go with an anecdote for now. I received this email with only a resume attached for a position that was advertised on Monster. In the ad, candidates were asked if interested to call or email Lee. Our client needed a salesperson with excellent communication skills. Their sales cycle is 1-2 years and it is a complex sale requiring formal written and verbal presentations to multiple people.

Here is what I received in my inbox:

Lee-

I am a Communications Major with more that 10 years experience. I am sending a cover letter and resume for your consideration to fill this position. Please contact me immediately @ 123-456-7890 to schedule an interview with me.

Thanks,

John Doe

I must admit he piqued my interest and had an interesting resume so I thought I would phone screen him. I left him a voicemail.

I never heard from him again. Ever. He should get a refund for whatever amount he paid for his communicaiton degree.

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