Today we are focusing on an aptitude that has become more prevalent with the advent of remote salespeople. When we assess sales candidates for home-based or remote office positions, we place a higher significance on this trait.
Self-Management
An overall trait comprised of multiple factors which involve a person’s ability to manage his or her own self. This trait is similar to a person’s ability to manage others which involves empathy, understanding, gaining commitment and various other leadership qualities. This trait measures a person’s ability to marshal similar abilities toward managing themselves.
A salesperson with strength in this aptitude will be able to objectively and accurately assess their own strengths and developmental needs. They tend to be realistic in deciding what they are capable of doing and in what time frame they can do it.
A salesperson with weakness in this area may have trouble applying these capabilities towards themselves. This is not to say that they do not posses the proper tools to manage. Rather, they simply may not be very practiced at internalizing such efforts towards themselves. They may fail to maximize their abilities to their fullest potential since they have difficulty properly analyzing themselves.