{"id":1049,"date":"2007-07-05T07:46:26","date_gmt":"2007-07-05T12:46:26","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/07\/sales-traits-series-surrendering-control\/"},"modified":"2007-07-05T07:46:27","modified_gmt":"2007-07-05T12:46:27","slug":"sales-traits-series-surrendering-control","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/07\/sales-traits-series-surrendering-control\/","title":{"rendered":"Sales Traits Series &#8211; Surrendering Control"},"content":{"rendered":"<p>This week we focus on a trait that is strongly needed in a team-based sale.&nbsp; 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.&nbsp; If the salesperson struggles in this area, they will be less efficient and more dictatorial in their interaction.&nbsp; A bad mix in today&#8217;s market.<\/p>\n<p><strong><font color=\"#ff8000\">Surrendering Control<br \/><\/font><\/strong>The 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 hands of others.<\/p>\n<p>A salesperson with&nbsp;<em>strength<\/em> in this trait will be comfortable trusting other team members with the success of a mutual objective.<\/p>\n<p>A salesperson with&nbsp;<em>weakness<\/em> in this area will have difficulty turning responsibility over. They want control when the results of a task will impact them directly.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>This week we focus on a trait that is strongly needed in a team-based sale.&nbsp; 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.&nbsp; If the salesperson struggles in this area, they will be less efficient and more dictatorial in their interaction.&nbsp; A bad mix in today&#8217;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&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/07\/sales-traits-series-surrendering-control\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[21,6,16],"tags":[],"class_list":["post-1049","post","type-post","status-publish","format-standard","hentry","category-aptitudes","category-assessing","category-hiring-salespeople"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-gV","jetpack-related-posts":[{"id":929,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/sales-traits-series-intuitive-decision-making\/","url_meta":{"origin":1049,"position":0},"title":"Sales Traits Series &#8211; Intuitive Decision Making","author":"Derrick Moe","date":"May 17, 2007","format":false,"excerpt":"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\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":786,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-traits-series-emotional-control\/","url_meta":{"origin":1049,"position":1},"title":"Sales Traits Series &#8211; Emotional Control","author":"Derrick Moe","date":"March 29, 2007","format":false,"excerpt":"Sales can be an emotional roller coaster.\u00a0Sales can be frustrating\u00a0and anger-inducing.\u00a0 Conversely, sales can be joyful and exciting.\u00a0But what about salespeople who allow these emotions to rule their behavior?\u00a0Successful selling requires poise in the midst of an emotionally-charged environment.\u00a0This week we look at one of the top 10 traits for\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":808,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/sales-traits-series-relating-to-others\/","url_meta":{"origin":1049,"position":2},"title":"Sales Traits Series &#8211; Relating To Others","author":"Derrick Moe","date":"April 5, 2007","format":false,"excerpt":"This week's focus is on the ability of a salesperson to connect with their prospect.\u00a0 Building rapport is first step in starting an effective qualifying discussion with a prospect.\u00a0 Of course, some salespeople can only build rapport - we call them schmoozers.\u00a0 Nonetheless, an strong salesperson with this trait is\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1020,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/sales-traits-series-decision-making\/","url_meta":{"origin":1049,"position":3},"title":"Sales Traits Series &#8211; Decision Making","author":"Derrick Moe","date":"June 21, 2007","format":false,"excerpt":"This week we look at an insightful trait that has become more important for salespeople in today's market.\u00a0 Sales requires a certain \"feel\" for a situation even though all of the data is not obvious.\u00a0 You could call this trait sales intuition. Decision MakingThe ability to accurately compile intuitive perceptions\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":487,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/12\/sales-traits-series-initiative\/","url_meta":{"origin":1049,"position":4},"title":"Sales Traits Series &#8211; Initiative","author":"Derrick Moe","date":"December 7, 2006","format":false,"excerpt":"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\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2393,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/08\/of-objectivity\/","url_meta":{"origin":1049,"position":5},"title":"Of Objectivity","author":"Derrick Moe","date":"August 9, 2010","format":false,"excerpt":"I preach this point from the mountaintop as often as possible so I\u2019ll continue here \u2013 sales is the single most difficult position to hire in any company.\u00a0 The reason is simple, accurately predicting sales success by discerning candidate capabilities is\u2026well, often a crapshoot.\u00a0 This fact is why it is\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1049","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1049"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1049\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1049"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1049"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1049"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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