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 Duty
This 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 weather the most difficult situations. This strength is internal €“ it does not come from an external force such as society or a supervisor. This ability provides a sense of strength which the person will be able to use to bolster their belief in a chosen direction or course of action.
A salesperson with weakness in this area does not tend to focus on an internal belief structure. The lack of an innate guide can result in a tendency to lack commitment to a chosen path or course of action. In difficult situations, such a person may begin to question their own actions or be easily swayed off-course.