Today we tackle a tough trait that is in short supply according to Mark Twain. The Using Common Sense trait provides for us some insight into a salesperson’s ability to think on their feet. This trait is most important for effectively dealing with a prospect’s objections. Using Common Sense This capacity is determined by the persons focus on practical thinking, their ability to see the world clearly and their general intelligence. A salesperson with strength in this capacity will have use of everyday, informal knowledge that has not been formally evaluated and placed in the decision-making process. The utilization of common sense in the decision-making process appears to be more… Read More
Continue ReadingNew Article Released – Right Talent
We released a new article today titled Finding Sales Candidates with the RIGHT Talent. “Talent” is a hot buzzword right now and since we measure it, we thought it would helpful to share some of our findings. Suffice to say, most hiring managers believe it is best to hire the candidate with the most overall talent. While this approach is certainly better than hiring someone with little talent, there are still pitfalls to avoid. As you have probably ascertained from the article’s title, we target candidates with the right talent for the position’s requirements.
Continue ReadingSales Traits Series – Self-Management
Today we are focusing on an aptitude that has become more prevalent with the advent of remote salespeople. When we assess sales candidates for home-based or remote office positions, we place a higher significance on this trait. Self-Management An overall trait comprised of multiple factors which involve a person’s ability to manage his or her own self. This trait is similar to a person’s ability to manage others which involves empathy, understanding, gaining commitment and various other leadership qualities. This trait measures a person’s ability to marshal similar abilities toward managing themselves. A salesperson with strength in this aptitude will be able to objectively and accurately assess their own strengths… Read More
Continue ReadingSales Traits Series – Consistency and Reliability
Sales success is often achieved by consistent actions over an extended period of time. Many people have experienced the salesperson who starts out strong but eventually flame out. It seems the best salespeople have the ability to maintain success over an extended period of time. Consistency & Reliability This is the salesperson’s capacity to feel an internal need to be conscientious, consistent and reliable in their personal and/or professional efforts (life roles). This is an internal motivation as opposed to being motivated by external forces such as job, peer or supervisory pressures. A salesperson with strength in this trait will be dependable and reliable – tending to perform in most… Read More
Continue ReadingSales Traits Series – Influencing Others
Sales, in its most basic form, is convincing others to change their behavior. One of the aptitudes we use to objectively assess this important trait is Influencing Others. Influencing Others This is the capacity to convince others – to present ones viewpoint in such a way that it is accepted by another person. A salesperson with strength in this capacity can not only see but talk from another’s point of view. A salesperson who has the ability to understand other’s objections and concerns can then respond to them in an effective manner. A weakness in this area can indicate a salesperson who is insensitive to others – not knowing what… Read More
Continue ReadingThe Top 10 Sales Traits
It is next to impossible to determine 1 specific set of descriptors for the perfect salesperson. The reason is simple – no 2 sales go down the same way. Each sale is almost a mini-drama in itself. On top of that, no two competitors approach the market the same way. This difference is the reason why we always start our hiring process by defining the typical and ideal sale for that company. That information provides a blueprint for the salesperson with the abilities to succeed in that particular position. Now that I have written all that, we’ll take a stab at 10 sales traits that are needed in any sales… Read More
Continue ReadingThe Multitasking Myth – Physical Limitations
Multitasking is one of those words that has entered business lexicon but should be considered an urban myth. We posted on this topic a few months ago and now I have come across a short Q&A article from CareerJournal.com that addresses the physical aspects of so-called multitasking. First, kudos to the author of the question who can really turn a phrase (emphasis mine): You’ve written that too much multitasking can leave the mind and body marinating in stress hormones. Can you elaborate on the physiological effects?…Brief or infrequent stress responses pose little risk. But when a person responds this way habitually or over long periods, the risk of injury or… Read More
Continue ReadingSales Traits Series – Initiative
We’ve defined Self-Starting Ability in a previous post – now let’s define a similar, but still different sales trait that is crucial in any role. Initiative This ability directs ones energies toward the completion of a goal without an external catalyst. The ability to initiate actions based on ones own interpretation, or understanding, of a situation. A salesperson with strength in this capacity has the ability to take action as a result of his or her own decisions. They feel comfortable enough in their own abilities to act on their own decisions without consulting others. They will adapt to a dynamic situation and move around unforeseen obstacles without waiting for… Read More
Continue ReadingSales Traits Series – Self Confidence
First off, I decided to change the name of this series based on the previous posts. We speak aptitudes but what we are referring to are traits. We’ll use a blend of both words in this series. Our last installment defined an important aptitude for sales success – Handling Stress. Today we’re going to tie into that aptitude with a complementary aptitude – Self Confidence. First, an interesting point from an Os Hillman daily devotional: In my younger days I played sports. I came to observe that we fail under pressure usually because we reach a point where our ability to focus on execution yields to concern about outcome. This… Read More
Continue ReadingEsteem vs. Empathy
Successfully hiring strong salespeople involves many facets, but I want to focus on a particularly important item. Sales requires a fine-tuned blend of self-esteem and empathetic outlook to be effective. First, let’s define these terms for the context in which we are using them: Self-Esteem – The ability of a person to realize and appreciate their own unique self-worth. They base these feelings on internal factors as opposed to external ones.Empathetic Outlook – This is the ability to perceive and understand the feelings and attitudes of others – to place oneself in-the-shoes of another and to be able to view a situation from their perspective. Each of these two aptitudes… Read More
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