Persuasion is a key ability of any successful salespeople. Think of the worst car salesperson or door-to-door salesperson you have encountered and you will know why this ability is so critical to success. CNNMoney.com’s article – How persuasive are you? – interviews an individual who runs the Persuasion Institute who brought up this fine point: Let’s take, for instance, how we handle objections, whether from a customer or some other audience, such as a boss we’re asking for a raise. Early on in life, we learn to perceive objections as opposition, so we get defensive. An unskilled persuader, often without realizing it, will show tension, uneasiness, or irritation when someone… Read More
Continue ReadingA Needed Trait – Resourcefulness
I’ve been dealing with many different sales candidates of late and one thing that is starting to stand out – a candidate’s resourcefulness. This trait comes shining through on some candidates and is little more than a dull luster on others. The less resourceful a salesperson, the more wary you should be in considering their candidacy. This trait has always been important in sales. Resourcefulness feeds networking, prospecting, qualifying and competitive knowledge. Recently I have encountered a couple of candidates who just plain lack this ability. The lack of resourcefulness shows up in not finding email addresses or cell phone numbers. One salesperson wasn’t able to recall the position for… Read More
Continue ReadingPersonality Assessments And Stereotypes
Personality assessments, or “communication style” as I prefer, are highly valuable in the hiring process for one important aspect – communication. How many office conflicts have you seen where poor communication was adding oxygen to the fire? We see it in almost every office conflict. One way to diffuse these situations is to assess candidates before they join your team. Doing so allows the manager to know the preferred communication style of the new employee. This knowledge can also predict potential conflict areas between two employees before any conflict develops. However, there are still companies out there who harbor concerns about assessments. One common concern is mentioned in this BusinessWeek.com… Read More
Continue ReadingSales Traits Series – Sensitivity To Others
Today we wrap up our year-long Sales Traits Series with the final installment. This week’s trait is one that provides us insight into a candidate’s soft skills when relating to a prospect or customer. Sensitivity To Others The ability to be sensitive and aware of the feelings of others, but not to allow this awareness to interfere with objective decision making. A salesperson with strength in this trait will respond to the concerns of others even if they do not relate to the situation at hand. A weakness in this area is indicative of an inability to identify and relate with others on a personal level. Such a person has… Read More
Continue ReadingSales Traits Series – Role Confidence
This week we look at a trait that ebbs and flows with salespeople. Typically, candidates have a lower level of role confidence (a driver in their reasoning for finding a new job). Established salespeople who are having success tend to have higher role confidence. The lack of this trait usually reveals an indecisive, uncertain salesperson. This weakness unfortunately is most often revealed in front of a prospect. Role Confidence The ability to develop and maintain an inner strength based on the belief that one will succeed. Role Confidence is a combination of a salesperson’s ability to see their role clearly, positively, practically and functionally. They see themselves as valuable in… Read More
Continue ReadingSales Traits Series-Monitoring Others
This week’s sales management trait sports a word that I don’t particularly enjoy – “monitoring.” That isn’t a great description of this trait since it is far broader than that term. Nonetheless, in today’s world of remote salespeople, this trait will be in even greater demand in the near future. Monitoring Others This ability focuses on the actions and decisions of others in a practical, pragmatic way to identify both successes and mistakes. It is the ability to identify the causes of success and failure and to do so in an objective, accurate manner while not allowing personal feelings or biases to influence such decisions. A sales manager with strength… Read More
Continue ReadingSales Traits Series-Understanding Motivational Needs
Another sales management trait this week. Have you ever worked for a tyrant? Someone who had to have it his or her way only? Did you have to adjust completely to them? Understanding Motivational NeedsThe ability to understand the needs and desires of employees enough that this knowledge may be used to motivate them to succeed. The ability to encourage a self-starting, active pursuit of goals and objectives. A strength in this area is indicative of a manager who understands that everyone is unique and motivated by different things. They value individual desires and take the time to get to know an individual’s specific motivators. A manager with a weakness in this trait will tend… Read More
Continue ReadingSales Traits Series – Role Awareness
This week we focus on a unique trait in that it is usually low amongst jobseekers. They are confused or unclear about their current role and looking to find clarity in their next role. This fact is the reason why we stress a strong onramping program for all new sales hires. A clear program immediately sets the parameters of their new role – something that was most likely missing from their previous position. Role AwarenessThe ability of a salesperson to be aware of their role in the world or within a given environment. This is the ability to understand the expectations placed on a position and to clearly see how those expectations… Read More
Continue ReadingCreativity In Selling
Much of the filtering that occurs in sales hiring incorporates the all-too-familiar standards of industry experience and college degrees. The interview follows a step-by-step history of their career much like the old TV show This Is Your Life. The candidates have learned the proper rote responses to most of the questions. It is a dull process that leads to marginal results. But what about creativity? Creativity often gets overlooked or ignored in sales hiring. “Creativity belongs in marketing.” “Salespeople should be money-motivated, driven hunters who complete one-call closes.” Boring and antiquated. Creativity is the overlooked, undervalued aspect of selling that can be the differentiator between an above-average salesperson and a… Read More
Continue ReadingSales Traits Series – Gaining Commitment
Sales managers need to focus their team on specific objectives. This requires the manager to gain commitment from each salesperson…on a regular basis. It is an important aspect of successful coaching and empowering the employee. Gaining CommitmentThis ability develops and invokes a self-starting attitude in employees in their pursuit of goals. It is the capacity to motivate employees to do their best and to provide them with concrete, practical ideas and methods by which they can achieve their goals. A sales manager with a strength in this trait will be able to effectively use empathetic ability, communication skills and leadership ability to create a sense of personal motivation to be successful… Read More
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