Category: Aptitudes

Ah, this week we look at a trait that tends to be foreign to many salespeople. But that need is changing as the market factors become more complex. If your sale typically includes a complex, detailed offering, this trait is definitely one to measure in all candidates. Attention To Detail This is the ability to notice and dedicate mental resources towards details. This trait includes recognizing the component parts of a procedure or object and verifying the correctness or error in an individual part or procedure. A salesperson with strength in this trait will likely be thorough in the execution of their job responsibilities. They will define each job function… Read More

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This week we look at a critical sales trait that involves the salesperson’s ability to read the other person. Obviously, this ability has a tremendous impact on success. One key note – there is a fine line between too much empathy and not enough. This key factor is an aptitude we measure in all salespeople. Empathetic Outlook This is the ability to perceive and understand the feelings and attitudes of others – to place oneself €œin-the-shoes€ of another and to be able to view a situation from their perspective. It involves being conscious of how one€™s actions will impact others. A salesperson with strength in this trait will be able… Read More

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Complex sales require complex skills and traits to be successful. This week we look at a somewhat abstract capacity that pays tremendous dividends in long, complex sales cycles. Concrete Organization This capacity deals primarily with the salesperson€™s ability to properly allocate resources to accomplish a goal or plan. It includes the ability to understand the immediate, concrete needs of a situation and to establish an effective action plan for meeting those needs. These resources are not limited to only physical components. This capacity takes into account a person€™s ability to evaluate and utilize both human and physical resources. A salesperson with strength in this trait will be able to systematically… Read More

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Salespeople are the face of your company to the prospect world. The salesperson’s output (emails, proposals, information) also represents your company in the market. Have you ever managed a salesperson who simply didn’t focus on the quality of his or her output? Or how about the salesperson who places a perfectionist’s expectation on a simple item? They drag out a simple item to exacting levels – even to the point of missing the opportunity. This week we break down that trait. Meeting Standards The ability to see and understand the standard requirements established for a job and having the commitment to meet them. This is an internal motivation which combines… Read More

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This week’s focus is on the ability of a salesperson to connect with their prospect.  Building rapport is first step in starting an effective qualifying discussion with a prospect.  Of course, some salespeople can only build rapport – we call them schmoozers.  Nonetheless, an strong salesperson with this trait is incredibly effective with new prospects. Relating to OthersThis trait coordinates personal insights and knowledge of others into effective actions. It includes the ability to make use of accurate interpersonal skills in interacting with others. A salesperson with strength in this trait is able to establish a good rapport with others including a feeling of comfort between both parties. A weakness in this area… Read More

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Sales can be an emotional roller coaster. Sales can be frustrating and anger-inducing.  Conversely, sales can be joyful and exciting. But what about salespeople who allow these emotions to rule their behavior? Successful selling requires poise in the midst of an emotionally-charged environment. This week we look at one of the top 10 traits for sales success. Emotional ControlThis is the ability of a salesperson to maintain rational and objective actions when experiencing strong internal emotions. This trait measures one€™s ability to control their own internal emotions and prevent them from affecting their actions, logic, objectivity, etc. Emotional Control deals with keeping internal emotions in instead of letting them get the better of the salesperson. A salesperson… Read More

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This week we look at a trait that is important when assessing sales candidates for complex, long sales cycle positions.  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 examining the long-range effects of a decision. The ability to mentally create the scenarios and outcomes of situations that could develop from decisions or plans of action. A salesperson with strength in this capacity will tend to evaluate current situations, needs and actions based on how they will change in the future. A salesperson with weakness in this area will tend to… Read More

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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 who can’t often chase the proverbial rabbit down the hole. Balanced Decision Making This trait involves the ability to be objective and fairly evaluate the different aspects (people and other) of a situation. This ability includes making an ethical decision that takes into account all aspects and components. It is the ability to maintain a balance between the needs of… Read More

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