Another managerial trait this week that we measure when assessing sales manager candidates. A critical aspect of successful sales management is the manager’s ability to hold salespeople accountable. At times that can be like herding cats, but it is still mission critical to developing a top-notch sales team. Correcting OthersThis ability confronts controversial or difficult issues in an objective manner while having non-emotional discussions about disciplinary matters. This trait is directly related to the manager’s balance in their ability to evaluate others and be empathetic. A manager with strength in this trait can usually provide constructive criticism to another in a way that it is not received as insulting or degrading. The… Read More
Continue ReadingSales Traits Series – Conveying Role Value
This week we focus on another important sales leadership trait. 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 for the task at hand. It is the ability to convey to another the value and importance that a given role carries with it. This is not a measurement of a person€™s ability to understand a role€™s value, but to communicate that value to another or group of others. A sales manager with strength in this capacity will be able to effectively… Read More
Continue ReadingSales Traits Series – Realistic Goal Setting For Others
As the unfortunate recipient of some heinously impossible sales quotas in my day, I am most intrigued by this week’s trait as it pertains to Sales Managers (and a few from my past that I would enjoy assessing on this topic). Realistic Goal Setting For OthersThe ability to set goals for others that can be achieved using available resources and operating within a projected timeframe. This trait includes the ability to utilize previous measurable performance in the establishing of goals and/or quotas. A sales manager with strength in this capacity is adept at understanding the potential of another individual, weighting the requirements of a job against their abilities and setting realistic/attainable goals for… Read More
Continue ReadingSales Traits Series – Internal Self Control
This week’s trait is one that measures a salesperson’s ability to remain detached from an emotionally-charged situation. Sales requires a cool, level-headed approach even in instances where emotions are high. We highly value salespeople who can keep their personal self detached from their work self. Internal Self ControlThis is the ability to maintain a steady and controlled level of internal emotion in a stressful or emotionally charged situation. Although it directly affects self-composure in a difficult situation, this capacity is more an examination of a person€™s tendency to allow the external environment€™s level of stress to affect their internal levels. If Internal Self Control deals with an ability to keep… Read More
Continue ReadingSales Traits Series – Job Ethic
This week we look at a trait that provides a measurement that is difficult for any interviewer to ascertain on their own. Job Ethic The capacity to fulfill the professional responsibilities with a strong sense of moral duty and obligation they have been given. A salesperson with strength in this trait will have a positive self-direction, a realistic understanding of their role and a positive goal/direction focus. A weakness in this area indicates a weakness in one of the above abilities which may lead the salesperson to have trouble applying his or her abilities to a given task.
Continue ReadingSales Traits Series – Accountability For Others
We continue this week with another mission-critical sales manager trait. This measurement reveals a manager’s ability to take responsibility without using excuses for a lack of team peformance. Accountability For OthersThe capacity of a sales manager to take responsibility for the consequences of the actions of those under their management. This trait encompasses taking responsibility for the decisions and actions of subordinates and not shifting focus on blame or poor performance back onto them, or somewhere else. This trait derived from an internal responsibility and accountability to one€™s self as a manager. This internal willingness is to accept responsibility associated with being in a position of management. It involves understanding that it… Read More
Continue ReadingSales Traits Series – Developing Others
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€™s concern, their ability to evaluate others, and their ability to identify with others. It is affected by a person€™s focus on structure and order. The person with a strong focus on structure will tend… Read More
Continue ReadingSales Traits Series – Long Range Planning
Longer sales cycles require salespeople and sales managers with abilities that match that time horizon. This week’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 €œsee into the future,€ forecast needs and comprehend how certain situations or procedures will meet those needs. A weakness in this area might be due… Read More
Continue ReadingSales Traits Series – Respect For Policies
This week we focus on a thorn in many sales manager’s sides but this trait is one where strength may not actually be beneficial to success in sales. Respect For Policies The ability of a salesperson to see and appreciate the value of conducting business affairs according to the defined intent of company policies and standards. A salesperson with strength in this trait generally understands the philosophies of the corporate structure and will strive to conduct business according to those standards. They will honor the concept of doing things according to the rules and regulations of the company. A weakness in this area indicates a salesperson who does not have… Read More
Continue ReadingSales Traits Series – Enjoyment Of The Job
This week we look at a trait that provides much insight into existing salespeople. There are other factors to consider in assessing a salesperson’s present state, but this trait provides a tangible red flag. Existing salespeople who score low in this trait are a definite flight risk for the employer. Enjoyment Of The Job The feeling that one€™s job is both fulfilling and rewarding and that it has a positive and useful benefit. A salesperson with high scores in this capacity will tend to view their job as more than simply a means to earn an income. They view it as a valuable endeavor that proves beneficial to others as… Read More
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