{"id":1092,"date":"2007-07-26T07:04:59","date_gmt":"2007-07-26T12:04:59","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/07\/sales-traits-series-long-range-planning\/"},"modified":"2007-07-26T07:04:08","modified_gmt":"2007-07-26T12:04:08","slug":"sales-traits-series-long-range-planning","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/07\/sales-traits-series-long-range-planning\/","title":{"rendered":"Sales Traits Series &#8211; Long Range Planning"},"content":{"rendered":"<p>Longer sales cycles require salespeople and sales managers with abilities that match that time horizon.  This week&#8217;s trait is important for any sales position that is asked to navigate an extended sale. <\/p>\n<p><strong><font color=\"#ff8000\">Long Range Planning<\/font><\/strong><br \/>\nThis 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.<\/p>\n<p>A salesperson with <em>strength<\/em> in this capacity is able to effectively \u20ac\u0153see into the future,\u20ac\u009d forecast needs and comprehend how certain situations or procedures will meet those needs.<\/p>\n<p>A <em>weakness<\/em> in this area might be due to a salesperson\u20ac\u2122s being too \u20ac\u0153present\u20ac\u009d oriented. They spend more time on solving current problems and attaining immediate results than they do on eyeing future problems or needs.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Longer sales cycles require salespeople and sales managers with abilities that match that time horizon. This week&#8217;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 \u20ac\u0153see into the future,\u20ac\u009d forecast needs and comprehend how certain situations or procedures will meet those needs. A weakness in this area might be due&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/07\/sales-traits-series-long-range-planning\/\">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-1092","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-hC","jetpack-related-posts":[{"id":770,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-traits-series-proactive-thinking\/","url_meta":{"origin":1092,"position":0},"title":"Sales Traits Series &#8211; Proactive Thinking","author":"Derrick Moe","date":"March 22, 2007","format":false,"excerpt":"This week we look at a trait that is important when assessing sales candidates for complex, long sales cycle positions.\u00a0 Proactive or reactive is the difference in this highly valued sales trait. Proactive ThinkingThe ability of a salesperson to evaluate future implications of current decisions and actions. This would include\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":948,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/sales-traits-series-conceptual-thinking\/","url_meta":{"origin":1092,"position":1},"title":"Sales Traits Series &#8211; Conceptual Thinking","author":"Derrick Moe","date":"May 24, 2007","format":false,"excerpt":"Complex selling requires salespeople to have a long-term perspective that they incorporate into their short-term tactics.\u00a0 This trait can be measured in\u00a0candidates 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\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":413,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/sales-aptitudes-series-project-and-goal-focus\/","url_meta":{"origin":1092,"position":2},"title":"Sales Traits Series &#8211; Project and Goal Focus","author":"Derrick Moe","date":"November 2, 2006","format":false,"excerpt":"This week we turn our attention to another important aptitude for successful selling - Project and Goal Focus. Most sales managers can relate to the issues that surround this particular ability. Project and Goal Focus An individual's ability to maintain their direction in spite of obstacles in their path. It\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":825,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/top-tactics-for-every-sales-call\/","url_meta":{"origin":1092,"position":3},"title":"Top Tactics For Every Sales Call","author":"Derrick Moe","date":"April 17, 2007","format":false,"excerpt":"The stereotypical description of a \"good\" salesperson is his or her ability to talk.\u00a0 Granted, good communication skills are extremely important in successful selling, but there is far more to it than just that ability.\u00a0 Salesopedia.com posts What to Know Before Every Sales Call\u00a0which details common sense goals for each\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":622,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/sales-traits-series-self-direction\/","url_meta":{"origin":1092,"position":4},"title":"Sales Traits Series &#8211; Self-Direction","author":"Derrick Moe","date":"February 1, 2007","format":false,"excerpt":"This week we look at a trait that is growing in importance with the number of home-based sales position. We are working with multiple customers to find strong salespeople who are located in the territory and based out of their house. Truly this is a strong trend for the future.\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":706,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-traits-series-personal-accountability\/","url_meta":{"origin":1092,"position":5},"title":"Sales Traits Series &#8211; Personal Accountability","author":"Derrick Moe","date":"March 1, 2007","format":false,"excerpt":"This week we look at an age-old sales trait that, unfortunately, is common to many salespeople.\u00a0 Personal responsibility in sales\u00a0involves being responsible for results.\u00a0 Holding salespeople\u00a0accountable for their results is part of the sales manager's job.\u00a0 If you are experiencing a problem in this area, as a sales manager, your\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":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1092","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=1092"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1092\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1092"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1092"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1092"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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