Each week we highlight a specific sales trait with definitions of how that trait manifests itself as a strength and a weakness. We do this for one simple reason – there are aspects of selling that can’t be taught. In a sense, certain traits are hardwired into top-performing salespeople. And the only way to truly measure these traits is to use objective assessments. An adept interviewer is able to ask insightful questions and drill down on the candidate’s responses to get to some understanding of the truth. Rarely is it objective truth. The information is presented by the candidate in the best possible light to the candidate. This approach should always be… Read More
Continue ReadingKnow What You Need
I’ve commented on this before, but please don’t do this. From an ad I read this morning: Customer Service / Sales Representative Responsibilities will include the development of new prospect business in addition to growing the current company House Account business through assisting customers with their orders from the quotes stage through the delivery / billing stage. These are two vastly different skill sets. There are very few people who are good at both customer service and new sales development. Odds are you are not going to find a person with this skill set. Typically, candidates will be strong at one to the detriment of the other. The better approach… Read More
Continue ReadingSales Traits Series – Self-Discipline
Remote offices are the rage amongst a geographically dispersed sales force. Yet, this distributed structure requires salespeople who have the self-discipline to work effectively on their own. The only method to measure this trait when hiring is to assess. Self Discipline And Sense of DutyThis is a measure of the strength one has in the norms with which they rule their own conduct. They feel a need to be consistent and true to themselves in their actions. It is the compulsion that one feels to be true to the ideals they have set for themselves. A salesperson with strength in this trait will have an inner strength which enables them to… Read More
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