This week we look at a trait that provides a measurement that is difficult for any interviewer to ascertain on their own. Job Ethic The capacity to fulfill the professional responsibilities with a strong sense of moral duty and obligation they have been given. A salesperson with strength in this trait will have a positive self-direction, a realistic understanding of their role and a positive goal/direction focus. A weakness in this area indicates a weakness in one of the above abilities which may lead the salesperson to have trouble applying his or her abilities to a given task.
Sales Traits Series – Accountability For Others
We continue this week with another mission-critical sales manager trait. This measurement reveals a manager’s ability to take responsibility without using excuses for a lack of team peformance. Accountability For OthersThe capacity of a sales manager to take responsibility for the consequences of the actions of those under their management. This trait encompasses taking responsibility for the decisions and actions of subordinates and not shifting focus on blame or poor performance back onto them, or somewhere else. This trait derived from an internal responsibility and accountability to one€™s self as a manager. This internal willingness is to accept responsibility associated with being in a position of management. It involves understanding that it… Read More
Sales Traits Series – Developing Others
This week we focus on a critical sales management trait. We often encounter sales managers who attempt to sell first, manage later. This approach may pay short-term dividends, but the long-term effect is an underdeveloped sales team. We always look at this measurement when hiring sales managers. Developing Others The ability to understand the needs, interests, strengths and weaknesses of others and utilize this information for developing others. This trait is derived primarily from a person€™s concern, their ability to evaluate others, and their ability to identify with others. It is affected by a person€™s focus on structure and order. The person with a strong focus on structure will tend… Read More
Sales Traits Series – Long Range Planning
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… Read More
Sales Traits Series – Respect For Policies
This week we focus on a thorn in many sales manager’s sides but this trait is one where strength may not actually be beneficial to success in sales. Respect For Policies The ability of a salesperson to see and appreciate the value of conducting business affairs according to the defined intent of company policies and standards. A salesperson with strength in this trait generally understands the philosophies of the corporate structure and will strive to conduct business according to those standards. They will honor the concept of doing things according to the rules and regulations of the company. A weakness in this area indicates a salesperson who does not have… Read More
Sales Traits Series – Enjoyment Of The Job
This week we look at a trait that provides much insight into existing salespeople. There are other factors to consider in assessing a salesperson’s present state, but this trait provides a tangible red flag. Existing salespeople who score low in this trait are a definite flight risk for the employer. Enjoyment Of The Job The feeling that one€™s job is both fulfilling and rewarding and that it has a positive and useful benefit. A salesperson with high scores in this capacity will tend to view their job as more than simply a means to earn an income. They view it as a valuable endeavor that proves beneficial to others as… Read More
Sales Traits Series – Surrendering Control
This week we focus on a trait that is strongly needed in a team-based sale. The salesperson needs to be the lead on a team-based sale, but they have to have the ability to let the other team members do their part. If the salesperson struggles in this area, they will be less efficient and more dictatorial in their interaction. A bad mix in today’s market. Surrendering ControlThe ability of a salesperson to surrender control of a given situation, or outcome, to another person or group of people. The ability to be comfortable in a situation where a significant portion of the responsibility for achieving a goal lies in the… Read More
Sales Traits Series – Quality Orientation
Quality of standards is an important aspect of successful selling. A salesperson who does not ensure quality has a tendency to appear inaccurate, or to the extreme – sloppy. Since salespeople are initially the face of the company, this quality disconnect can present a poor view of the company’s quality as a whole. Quality OrientationThis trait is a measure of a salesperson€™s affinity for seeing details, grading them against a preset standard (internal or external) and identifying flaws. This is directly related to a person€™s preference for paying attention to detail. Whereas attention to detail is more a measure of how capable a person is to appropriately see detail, this capacity… Read More
Sales Traits Series – Decision Making
This week we look at an insightful trait that has become more important for salespeople in today’s market. Sales requires a certain “feel” for a situation even though all of the data is not obvious. You could call this trait sales intuition. Decision MakingThe ability to accurately compile intuitive perceptions about a situation into a decision or action. This ability allows one to be €œintuitional€ as opposed to intellectual (requiring data and logical reasoning) in effective decision making. This capacity requires a good deal of understanding of people, the outside world and the ability to visualize the whole picture in a mental scenario. A salesperson with strength in this trait will… Read More
Sales Traits Series – Sense of Self
This trait is one to measure in all salespeople since it reveals much of how they approach prospects, how they handle rejection and how they hold up under stress. Sense of SelfThe ability of a salesperson to realize and appreciate their own unique self-worth. They base these feelings on internal factors as opposed to external ones. This internal feeling of value allows them to appreciate themselves based on who they know themselves to be on the inside. They do not judge themselves based solely on what they do, what role they occupy or what success they attain. This capacity could also be considered the level of €œself acceptance.€ A salesperson with strength… Read More