Complex selling requires salespeople to have a long-term perspective that they incorporate into their short-term tactics. This trait can be measured in candidates and existing employees.
Conceptual Thinking
The ability to identify and evaluate resources while planning for their utilization throughout the execution of comprehensive, long-range plans. This trait is much more abstract than concrete organization; it deals with the ability to allocate resources in a mental scenario and accurately visualize outcomes.
A salesperson with strength in this trait can mentally role-play the execution of the long-range projection and make accurate predictions concerning the possible outcomes.
A salesperson with weakness in this trait may have difficulty clearly seeing such a mental scenario, thus tending to have a shorter focus-level and require greater input for predictive decision-making.