This week’s trait is one we bandy about here at Select Metrix often regarding salespeople. This trait is important in all sales but especially in complex selling environments. Pay special attention to the weakness description – it is a common issue we encounter amongst salespeople struggling in a complex sale. Integrative Ability The ability to evaluate what to do is also the ability to identify the elements of a problem situation and understand which components are critical. Being able to clearly see the component dimensions of a situation gives a person the ability to see different types of situation structures. Thereby, they are able to see different types of problem… Read More
Continue ReadingSales Traits Series – Personal Accountability
This week we look at an age-old sales trait that, unfortunately, is common to many salespeople. Personal responsibility in sales involves being responsible for results. Holding salespeople accountable for their results is part of the sales manager’s job. If you are experiencing a problem in this area, as a sales manager, your first task is to stop the salesperson’s excuse making. That move is the first step to accountability for the salesperson. Personal AccountabilityThis is the ability to be responsible for the consequences of one€™s own decisions and actions. It involves taking responsibility for these decisions and not shifting the focus of blame or poor performance somewhere else (i.e. others). A salesperson… Read More
Continue ReadingSales Traits Series – Problem Solving
We€™re looking at a €œbolt-on€ aptitude that is quite complementary to last week€™s trait – Practical Thinking. Problem Solving has become a much needed sales trait in that salespeople today need to be subject matter experts. Prospects expect salespeople to be able to diagnose the prospect€™s pain points. This trait also assists a salesperson in bringing back the needed information to formulate the best solution for his or her presentation. Problem Solving This is a salesperson€™s ability to identify alternative solutions to a problem and to select the best option. This basically means to be able to identify the system component that is causing the error as well as the… Read More
Continue ReadingSales Traits Series – Practical Thinking
Sales requires the ability to balance time and quality in a practical manner. Sales also requires a person who knows how to get things done. This week we focus on a specific trait that measures this ability in a real-world manner. Practical Thinking The ability to make practical, common sense decisions; to see and understand what is happening in a common sense way. This trait realistically identifies problems and solutions in practical terms rather than in theoretical or conceptual terms. A salesperson with strength in this trait will be able to properly balance getting things done in a timely manner with getting things done in a quality manner. A weakness… Read More
Continue ReadingSales Traits Series – Understanding Attitude
This week we look at a subtle, but powerful, aptitude for successful selling. Salespeople with this trait are often described as being able to “read a situation” with amazing insight. Understanding Attitude The ability to read between the lines in understanding such things as body language, reticence, stress and emotions. Essentially, the capacity to grasp the intangible aspects of a complex situation. A salesperson with strength in this area will utilize more than simply words to gather information about another. A weakness in this area indicates a lack of ability to measure another’s attitude through indirect signs or signals.
Continue ReadingSales Traits Series – Self-Direction
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. One trait that needs to be measured is this week’s offering. Self-Direction Balanced self-direction originates with an internal drive to excel in a chosen career path. It requires one to have a strong desire to be better than they currently are today. This trait includes having a clear vision of one’s future objectives and the self-discipline and organization necessary to… Read More
Continue ReadingSales Traits Series – Realistic Personal Goal Setting
This week’s sales traits comes with an anecdote. At a previous company, I worked with gentlemen who ran their own part of the business and had responsibility for their own forecasts. I remember submitting my forecast for the upcoming – it was a reasonable number. The 2 other business segment managers submitted astronomically-high forecasts. I took much heat for my forecast since it was much less than the other 2 managers. At the end of the year, I finished at 90% of my forecast. One of the business managers finished at 25% of his forecast. The other finished at 5% of his forecast. Honestly, it was that bad. Ever since… Read More
Continue ReadingSales Traits Series – Persuading Others
Sales is the art of convincing other people to change their behavior. Obviously, this ability relies upon the following sales trait. Persuading Others This is the capacity to convince others – to present one’s viewpoint in such a way that it is accepted by others. A salesperson with strength in this capacity can see and talk from another’s point of view. A person who has the ability to understand other’s objections and concerns and then respond to them effectively. A weakness in this area indicates a salesperson who is insensitive to others – not knowing what they want to hear. A weakness can also be due to having excessive role… Read More
Continue ReadingSales Traits Series – Using Common Sense
Today we tackle a tough trait that is in short supply according to Mark Twain. The Using Common Sense trait provides for us some insight into a salesperson’s ability to think on their feet. This trait is most important for effectively dealing with a prospect’s objections. Using Common Sense This capacity is determined by the persons focus on practical thinking, their ability to see the world clearly and their general intelligence. A salesperson with strength in this capacity will have use of everyday, informal knowledge that has not been formally evaluated and placed in the decision-making process. The utilization of common sense in the decision-making process appears to be more… Read More
Continue ReadingNew Article Released – Right Talent
We released a new article today titled Finding Sales Candidates with the RIGHT Talent. “Talent” is a hot buzzword right now and since we measure it, we thought it would helpful to share some of our findings. Suffice to say, most hiring managers believe it is best to hire the candidate with the most overall talent. While this approach is certainly better than hiring someone with little talent, there are still pitfalls to avoid. As you have probably ascertained from the article’s title, we target candidates with the right talent for the position’s requirements.
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