{"id":3211,"date":"2017-03-09T11:17:00","date_gmt":"2017-03-09T17:17:00","guid":{"rendered":"http:\/\/selectmetrix.com\/?p=3211"},"modified":"2019-05-16T15:23:59","modified_gmt":"2019-05-16T20:23:59","slug":"oddities-that-make-strong-salespeople-noncompliance","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2017\/03\/oddities-that-make-strong-salespeople-noncompliance\/","title":{"rendered":"Oddities That Make Strong Salespeople-Noncompliance"},"content":{"rendered":"<div class=\"boldgrid-section\">\n<div class=\"container\">\n<div class=\"row\">\n<div class=\"col-md-12 col-xs-12 col-sm-12\">\n<h3 class=\"\">I\u2019ve been assessing salespeople since 2001 which, as you can imagine, has provided some unique experiences.&nbsp; These experiences have revealed some odd factors that seem to be supportive of sales success.<\/h3>\n<p class=\"\">The oddity is that there seems to be a yin and a yang to abilities\u2026a give and a take.&nbsp; Here are just a few:<\/p>\n<p class=\"\"><u>Fearlessness vs. Compliance<\/u><br \/>\nThis oddity might be the most common.&nbsp; There is a component to successful selling that involves a fearlessness to adroitly ask difficult questions to qualify prospects.&nbsp; Many (most) people are uncomfortable asking these questions.<\/p>\n<p class=\"\">For instance, it is \u201cimpolite to discuss money\u201d is one of our social mores.&nbsp; However, you will not get far in your sales career if you are incapable of accurately qualifying the prospect\u2019s budget.&nbsp; This ability requires a fearless attitude.<\/p>\n<p class=\"\">The other side of this coin is compliance which is oddly infrequent among most salespeople.&nbsp; Sales leaders need a certain level of compliance to maintain some semblance of order within a freewheeling sales department.&nbsp; Good luck.<\/p>\n<p class=\"\">My experience has found that most salespeople are non-compliant and I think there is a specific reason.&nbsp; Compliant styles like to plan a predictive sales call.&nbsp; They like to almost script the call with expected questions and well-constructed answers\u2026then the call happens.&nbsp; The compliant salesperson begins the call\/meeting based on their anticipated script and the prospect makes a 90 degree turn and the script blows up.&nbsp; Low compliance, high fearlessness is an advantage to sales success as they are freer to move with the prospect no matter which direction they go.<\/p>\n<p class=\"\">I\u2019ve encountered other oddities along my assessment travels \u2013 I will share those in the near future.<\/p>\n<\/div>\n<\/div>\n<p class=\"\" style=\"text-align: center;\"><span style=\"color: #ffffff;\"><strong><a class=\"btn btn-pill btn-color-5 btn-glow\" style=\"color: #ffffff;\" href=\"http:\/\/selectmetrix.com\/contact-us\/\">Learn More Oddities<\/a><\/strong><\/span><\/p>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>I\u2019ve been assessing salespeople since 2001 which, as you can imagine, has provided some unique experiences.&nbsp; These experiences have revealed some odd factors that seem to be supportive of sales success. The oddity is that there seems to be a yin and a yang to abilities\u2026a give and a take.&nbsp; Here are just a few: Fearlessness vs. Compliance This oddity might be the most common.&nbsp; There is a component to successful selling that involves a fearlessness to adroitly ask difficult questions to qualify prospects.&nbsp; Many (most) people are uncomfortable asking these questions. For instance, it is \u201cimpolite to discuss money\u201d is one of our social mores.&nbsp; However, you will not&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2017\/03\/oddities-that-make-strong-salespeople-noncompliance\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":46430,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"index","bgseo_robots_follow":"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":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[6,1736,9],"tags":[96,212,267,142],"class_list":["post-3211","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-assessing","category-sales-success","category-sales-techniques","tag-assessment","tag-sales-ability","tag-sales-approach","tag-sales-technique"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-PN","jetpack-related-posts":[{"id":1410,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/results-orientation-in-sales\/","url_meta":{"origin":3211,"position":0},"title":"Results Orientation In Sales","author":"Derrick Moe","date":"February 7, 2008","format":false,"excerpt":"One of the most important aptitudes in sales is a proper results orientation.\u00a0 The key word is \"results.\"\u00a0 Oftentimes we encounter sales managers who place their focus on activity orientation instead of results. An example would be a salesperson who has a furiousness to their work...almost like their hair 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":[]},{"id":2344,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/06\/getting-back-to-the-basics\/","url_meta":{"origin":3211,"position":1},"title":"Getting Back To The Basics","author":"Derrick Moe","date":"June 1, 2010","format":false,"excerpt":"I\u2019ve been assessing many existing salespeople over the past couple weeks and have seen many different levels of abilities.\u00a0 The ones that stick in my mind are the salespeople who are presently struggling with their revenue production.\u00a0 Sales is one of, if not the most stressful positions within any company.\u00a0\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":[]},{"id":1840,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/01\/salespeople-with-emotional-needs\/","url_meta":{"origin":3211,"position":2},"title":"Salespeople With Emotional Needs","author":"Derrick Moe","date":"January 14, 2009","format":false,"excerpt":"One of the reasons we are so adamant about assessing sales candidates is to know what motivates and rewards the person.\u00a0 Once identified, these factors can be explored during a face-to-face interview.\u00a0 There is one reward that requires an in-depth discussion with any sales candidate who possesses it - Status\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":[]},{"id":1435,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/the-cost-of-underperforming-salespeople\/","url_meta":{"origin":3211,"position":3},"title":"The Cost Of Underperforming Salespeople","author":"Derrick Moe","date":"February 25, 2008","format":false,"excerpt":"Here's an interesting little article I stumbled across this morning from Seacoastonline.com titled Get the most out of your sales team.\u00a0 The premise is simple and accurate - nonproductive salespeople are the bane of any small (or large) business. A nonproductive sales team is among the top common dangers that\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":[]},{"id":1868,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/01\/a-filtering-economy\/","url_meta":{"origin":3211,"position":4},"title":"A Filtering Economy","author":"Derrick Moe","date":"January 26, 2009","format":false,"excerpt":"This economy is tough for everyone but especially for salespeople.\u00a0 Money is tight, companies are delaying decisions and jobs are on the line.\u00a0 Yet, through it all sales must continue\u2026and they do. One, well, macabre thought through this time is that this economy is a tool that separates the order\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":[]},{"id":1943,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/spooky-accurate-assessments\/","url_meta":{"origin":3211,"position":5},"title":"Spooky Accurate Assessments","author":"Derrick Moe","date":"March 12, 2009","format":false,"excerpt":"From Inc.com\u2019s article on how to screen sales candidates: It cost $400 a candidate, and the recruits took the tests online. Dolan and Kinaxis's star salesperson took the test, too, and Opus analyzed their test scores and created a personality benchmark. Afterward, Opus discussed the results with each of the\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":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/03\/Carnival.png?fit=560%2C315","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3211","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=3211"}],"version-history":[{"count":5,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3211\/revisions"}],"predecessor-version":[{"id":46484,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3211\/revisions\/46484"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media\/46430"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=3211"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=3211"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=3211"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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