The labor market is as tight as it has been in decades leading some to say we are at full employment. This labor scarcity is driving companies to look for sales talent in other departments. Have you ever thought someone would be good at selling? Do they seem to have potential? The key here is follow your intuition, but you need to know if it is correct. This is where we can help with our sales assessment tools. What we are looking for in the assessments are intrinsic abilities that lead to sales success. These abilities do not revolve around the gift to gab. The ability to listen effectively, ask… 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
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