This week’s trait is one we bandy about here at Select Metrix often regarding salespeople. This trait is important in all sales but especially in complex selling environments. Pay special attention to the weakness description – it is a common issue we encounter amongst salespeople struggling in a complex sale.
Integrative Ability
The ability to evaluate what to do is also the ability to identify the elements of a problem situation and understand which components are critical. Being able to clearly see the component dimensions of a situation gives a person the ability to see different types of situation structures. Thereby, they are able to see different types of problem solutions.
A salesperson with strength in this trait is able to integrate all the variables of a situation into a single homogenous picture. The picture is then used to make decisions regarding planning, resource allocation, problem solving, etc.
A salesperson with a weakness in this trait may tend to not be able to see the most obvious problem solution. They may get mentally blocked by focusing too much on any one component in the problem (e.g., people, system structure, and resources). Someone with an intense weakness in this trait might also tend to have preset ways in which they solve problems. They find it difficult to break away from these narrow habits and utilize other problem solving techniques or methods.