This week we look at a trait that is beneficial to both salespeople and sales managers. The ability to stay balanced in forming decisions is integral to sales success. Salespeople who can look at the entire opportunity and properly weight the pieces before pursuing it are the most successful. Salespeople who can’t often chase the proverbial rabbit down the hole.
Balanced Decision Making
This trait involves the ability to be objective and fairly evaluate the different aspects (people and other) of a situation. This ability includes making an ethical decision that takes into account all aspects and components. It is the ability to maintain a balance between the needs of oneself, others and the company at the same time while providing equal importance to all three when making decisions.
A salesperson with strength in this trait does not suffer from an imbalance in the amount of focus they place on any one factor (internal or external). They will most likely make decisions which place equal emphasis on all involved parties or concerns – therefore making decisions which are more likely to satisfy all needs.
A weakness in this area indicates a salesperson who does not place equal importance on all aspects of a given situation. They may make decisions which satisfy some but not all of the factors or people involved.