Search Results for: "sales traits series"

This week we explore an important aspect of a salesperson’s psyche.  If you are a sales manager, this trait will explain your salesperson’s view of himself and how best to manage to that view. Self AssessmentThe ability to practically and objectively identify one€™s personal management strengths and weaknesses. This is the ability of a salesperson to take the skills and techniques that they have gained in evaluating external situations and apply them to evaluating their own performance and abilities. A salesperson with strength in this area is capable of accurately evaluating his or her own strengths and weaknesses. They see themselves clearly. A weakness in this area indicates a salesperson who… Read More

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 DutyThis 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… Read More

Complex selling requires salespeople to have a long-term perspective that they incorporate into their short-term tactics.  This trait can be measured in candidates and existing employees. Conceptual Thinking The ability to identify and evaluate resources while planning for their utilization throughout the execution of comprehensive, long-range plans. This trait is much more abstract than concrete organization; it deals with the ability to allocate resources in a mental scenario and accurately visualize outcomes. A salesperson with strength in this trait can mentally role-play the execution of the long-range projection and make accurate predictions concerning the possible outcomes. A salesperson with weakness in this trait may have difficulty clearly seeing such a mental scenario, thus tending to… Read More

Ok, we’ll approach this week’s trait cautiously since it approaches some forms of gut-level decision-making. Strong selling requires salespeople who do not guess or assume. Rather, they qualify by asking the right questions and listening to the answers. But let’s face it, there is a bit of artistry to being a good salesperson. Much of that artistry comes from having the ability to make the right decision even when all of the data is not available. Intuitive Decision Making The 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)… Read More

This week’s trait focuses on an important sales manager trait.  The aptitude to lead others works in concert with many other traits and motivations, but the natural ability to lead can be identified and measured through our assessments. Leading OthersThe ability to organize and motivate salespeople to get things accomplished where everyone feels a sense of order and direction. Effective leadership depends on a fine mixture of capacities that must match the environment in which the sales manager is asked to perform. Regardless of that mixture, every leader must be able to gain the trust of others and be able to solve problems among/for the group. A sales manager with strength… Read More

Ah, this week we look at a trait that tends to be foreign to many salespeople. But that need is changing as the market factors become more complex. If your sale typically includes a complex, detailed offering, this trait is definitely one to measure in all candidates. Attention To Detail This is the ability to notice and dedicate mental resources towards details. This trait includes recognizing the component parts of a procedure or object and verifying the correctness or error in an individual part or procedure. A salesperson with strength in this trait will likely be thorough in the execution of their job responsibilities. They will define each job function… Read More

This week we look at a critical sales trait that involves the salesperson’s ability to read the other person. Obviously, this ability has a tremendous impact on success. One key note – there is a fine line between too much empathy and not enough. This key factor is an aptitude we measure in all salespeople. Empathetic Outlook This is the ability to perceive and understand the feelings and attitudes of others – to place oneself €œin-the-shoes€ of another and to be able to view a situation from their perspective. It involves being conscious of how one€™s actions will impact others. A salesperson with strength in this trait will be able… Read More

Complex sales require complex skills and traits to be successful. This week we look at a somewhat abstract capacity that pays tremendous dividends in long, complex sales cycles. Concrete Organization This capacity deals primarily with the salesperson€™s ability to properly allocate resources to accomplish a goal or plan. It includes the ability to understand the immediate, concrete needs of a situation and to establish an effective action plan for meeting those needs. These resources are not limited to only physical components. This capacity takes into account a person€™s ability to evaluate and utilize both human and physical resources. A salesperson with strength in this trait will be able to systematically… Read More

Salespeople are the face of your company to the prospect world. The salesperson’s output (emails, proposals, information) also represents your company in the market. Have you ever managed a salesperson who simply didn’t focus on the quality of his or her output? Or how about the salesperson who places a perfectionist’s expectation on a simple item? They drag out a simple item to exacting levels – even to the point of missing the opportunity. This week we break down that trait. Meeting Standards The ability to see and understand the standard requirements established for a job and having the commitment to meet them. This is an internal motivation which combines… Read More

This week’s focus is on the ability of a salesperson to connect with their prospect.  Building rapport is first step in starting an effective qualifying discussion with a prospect.  Of course, some salespeople can only build rapport – we call them schmoozers.  Nonetheless, an strong salesperson with this trait is incredibly effective with new prospects. Relating to OthersThis trait coordinates personal insights and knowledge of others into effective actions. It includes the ability to make use of accurate interpersonal skills in interacting with others. A salesperson with strength in this trait is able to establish a good rapport with others including a feeling of comfort between both parties. A weakness in this area… Read More