Longer sales cycles require salespeople and sales managers with abilities that match that time horizon. This week’s trait is important for any sales position that is asked to navigate an extended sale.

Long Range Planning
This is the ability to identify long-range goals and design realistic plans to attain them. It is the ability to see the big picture and then determine the direction to take and resources to use to attain future goals.

A salesperson with strength in this capacity is able to effectively €œsee into the future,€ forecast needs and comprehend how certain situations or procedures will meet those needs.

A weakness in this area might be due to a salesperson€™s being too €œpresent€ oriented. They spend more time on solving current problems and attaining immediate results than they do on eyeing future problems or needs.

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Posted By Derrick Moe | Aptitudes, Assessing, Hiring Salespeople | |