Sales Traits Series - Concrete Organization
Complex sales require complex skills and traits to be successful. This week we look at a somewhat abstract capacity that pays tremendous dividends in long, complex sales cycles.
Concrete Organization
This capacity deals primarily with the salesperson€™s ability to properly allocate resources to accomplish a goal or plan. It includes the ability to understand the immediate, concrete needs of a situation and to establish an effective action plan for meeting those needs. These resources are not limited to only physical components. This capacity takes into account a person€™s ability to evaluate and utilize both human and physical resources.
A salesperson with strength in this trait will be able to systematically and logically evaluate the components of a situation and then utilize them effectively to produce the desired result.
A salesperson with a weakness in this capacity may have difficulty in identifying the separate components of a situation, and therefore, have difficulty in deciding what steps to take to meet a goal.
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Posted By Derrick Moe | Aptitudes, Assessing, Hiring Salespeople | |
Thanks for the Friday morning chuckle!
After all the previous posts on the importance of titles and thoughtful wording of ads, your sub-head “Concrete Organizing” created an image of a guy with a big trowel, desperately trying to herd viscous grey glop. “I need a Rep who can make cement stay put!” screams the Sales Manager.
Reminds me of the misplaced comma in the infamous description of giant pandas: Eats, shoots and leaves.
Your intent, I’m sure, was to point out that the abiity to perceive organizational factors leads to a deeper understanding of the target organization. Since concrete can mean ‘perceiveable’ - your usage is grammatically correct. True, but still funny.