{"id":1121,"date":"2007-08-09T07:24:03","date_gmt":"2007-08-09T12:24:03","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/sales-traits-series-developing-others\/"},"modified":"2007-08-16T08:02:56","modified_gmt":"2007-08-16T13:02:56","slug":"sales-traits-series-developing-others","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/sales-traits-series-developing-others\/","title":{"rendered":"Sales Traits Series &#8211; Developing Others"},"content":{"rendered":"<p>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 <em>always<\/em> look at this measurement when hiring sales managers.<\/p>\n<p><strong><font color=\"#ff8000\">Developing Others<\/font><\/strong><br \/>\nThe 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\u20ac\u2122s concern, their ability to evaluate others, and their ability to identify with others. It is affected by a person\u20ac\u2122s focus on structure and order. The person with a strong focus on structure will tend to better understand the importance of building an organizational system. If the person also has positive empathetic skills, they will see the development of others as the way to build<br \/>\nthe organization through people.<\/p>\n<p>A sales manager with <em>strength<\/em> in this trait will be able to: accurately identify the strengths and weaknesses of an individual, evaluate them against the requirements of a job or goal and then design a program which will effectively elevate that person\u20ac\u2122s skills to the needed level to achieve success.<\/p>\n<p>A sales manager with <em>weakness<\/em> in this trait may have poor empathetic abilities and may not be able to determine who needs development. They simply may not consider it important.  Also, a manager with weakness in this area may not take a proactive approach to management. They fail to perceive the importance in planning ahead to develop contingent talent. Instead, they may tend to be reactive and deal only with the immediate, or that which presents itself now.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>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\u20ac\u2122s concern, their ability to evaluate others, and their ability to identify with others. It is affected by a person\u20ac\u2122s focus on structure and order. The person with a strong focus on structure will tend&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/08\/sales-traits-series-developing-others\/\">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":[21,6,4],"tags":[],"class_list":["post-1121","post","type-post","status-publish","format-standard","hentry","category-aptitudes","category-assessing","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-i5","jetpack-related-posts":[{"id":1243,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/sales-traits-series-monitoring-others\/","url_meta":{"origin":1121,"position":0},"title":"Sales Traits Series-Monitoring Others","author":"Derrick Moe","date":"October 18, 2007","format":false,"excerpt":"This week's sales management trait sports a word that I don't particularly enjoy - \"monitoring.\" That isn't a great description of this trait since it is far broader than that term. Nonetheless, in today's world of remote salespeople, this trait will be in even greater demand in the near 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":762,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-skills-trump-all-others\/","url_meta":{"origin":1121,"position":1},"title":"Sales Skills Trump All Others","author":"Derrick Moe","date":"March 20, 2007","format":false,"excerpt":"There is something about industry experience that is seductive to many hiring managers. The allure of a salesperson who has been \"in the industry\" for some time is almost irresistible. The same infatuation seems to exist with salespeople once they are on the payroll. The salesperson's ability to understand the\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1207,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/sales-traits-series-gaining-commitment\/","url_meta":{"origin":1121,"position":2},"title":"Sales Traits Series &#8211; Gaining Commitment","author":"Derrick Moe","date":"September 27, 2007","format":false,"excerpt":"Sales managers need to focus their team on specific objectives.\u00a0 This requires the manager to gain commitment from each salesperson...on a regular basis.\u00a0 It is an important aspect of successful coaching and empowering the employee. Gaining CommitmentThis ability develops and invokes a self-starting attitude in employees in their pursuit of\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":1193,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/sales-traits-series-correcting-others\/","url_meta":{"origin":1121,"position":3},"title":"Sales Traits Series &#8211; Correcting Others","author":"Derrick Moe","date":"September 20, 2007","format":false,"excerpt":"Another managerial trait this week that we measure when assessing sales manager candidates.\u00a0 A critical aspect of successful sales management is the manager's ability to hold salespeople accountable.\u00a0 At times that can be like herding cats, but it is still mission critical to developing a top-notch sales team. Correcting OthersThis\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":1181,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/sales-traits-series-conveying-role-value\/","url_meta":{"origin":1121,"position":4},"title":"Sales Traits Series &#8211; Conveying Role Value","author":"Derrick Moe","date":"September 13, 2007","format":false,"excerpt":"This week we focus on another important sales leadership trait.\u00a0 We've seen this trait firsthand have the effect of holding a sales team together during turbulent times. Conveying Role ValueThis ability draws upon a variety of traits (empathetic, interpersonal and leadership) to instill in an employee a sense of value\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":751,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-traits-series-balanced-decision-making\/","url_meta":{"origin":1121,"position":5},"title":"Sales Traits Series &#8211; Balanced Decision Making","author":"Derrick Moe","date":"March 15, 2007","format":false,"excerpt":"This week we look at a trait that is beneficial to both salespeople and sales managers. The ability to stay balanced in forming decisions is integral to sales success. Salespeople who can look at the entire opportunity and properly weight the pieces before pursuing it are the most successful. Salespeople\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\/1121","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=1121"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1121\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1121"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1121"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1121"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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