{"id":1410,"date":"2008-02-07T11:46:35","date_gmt":"2008-02-07T17:46:35","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/results-orientation-in-sales\/"},"modified":"2008-02-07T10:47:50","modified_gmt":"2008-02-07T16:47:50","slug":"results-orientation-in-sales","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2008\/02\/results-orientation-in-sales\/","title":{"rendered":"Results Orientation In Sales"},"content":{"rendered":"<p>One of the most important aptitudes in sales is a proper <a target=\"_blank\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/11\/sales-aptitudes-series-results-orientation\/\">results orientation<\/a>.\u00a0 The key word is &#8220;results.&#8221;\u00a0 Oftentimes we encounter sales managers who place their focus on activity orientation instead of results.<\/p>\n<p>An example would be a salesperson who has a furiousness to their work&#8230;almost like their hair is on fire.\u00a0 But no significant deals seem to close despite their frantic pace.<\/p>\n<p>I used to work for a sales manager who would describe those salespeople as a horse-drawn wagon.\u00a0 There would always be a cloud of dust around them, but at the end of the day, the wagon hadn&#8217;t moved.<\/p>\n<p>Salespeople who lack a strong results orientation are often like that wagon.\u00a0 Activity is important to success, but results are the actual goal.\u00a0 This ability to drive for results can be measured in both your <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Developing_Sales.html\">existing salespeople<\/a> and <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Assessing_Sales.html\">potential sales candidates<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>One of the most important aptitudes in sales is a proper results orientation.\u00a0 The key word is &#8220;results.&#8221;\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&#8230;almost like their hair is on fire.\u00a0 But no significant deals seem to close despite their frantic pace. I used to work for a sales manager who would describe those salespeople as a horse-drawn wagon.\u00a0 There would always be a cloud of dust around them, but at the end of the day, the wagon hadn&#8217;t moved. Salespeople who lack a strong results orientation are often&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2008\/02\/results-orientation-in-sales\/\">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":[6,16,4],"tags":[96,295,212,294,296,211],"class_list":["post-1410","post","type-post","status-publish","format-standard","hentry","category-assessing","category-hiring-salespeople","category-sales-management","tag-assessment","tag-results-orientation","tag-sales-ability","tag-sales-assessment","tag-sales-drive","tag-sales-skill"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-mK","jetpack-related-posts":[{"id":430,"url":"https:\/\/selectmetrix.com\/blogs\/2006\/11\/sales-aptitudes-series-results-orientation\/","url_meta":{"origin":1410,"position":0},"title":"Sales Traits Series &#8211; Results Orientation","author":"Derrick Moe","date":"November 9, 2006","format":false,"excerpt":"Last week, we defined Project and Goal Focus which is important for successful selling in any market. Salespeople must stay on target over extended periods of time while overcoming many obstacles. The companion aptitude to Goal Focus is Results Orientation. It is one thing to stay on target, it is\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":59750,"url":"https:\/\/selectmetrix.com\/blogs\/2020\/01\/orientation-vs-onboarding-vs-onramping\/","url_meta":{"origin":1410,"position":1},"title":"Orientation vs. Onboarding vs. Onramping","author":"Derrick Moe","date":"January 23, 2020","format":false,"excerpt":"One of the keys to successful sales leadership is getting newly-hired salespeople up-to-speed quickly.\u00a0 The time it takes to move them from wide-eyed new hire to qualifying ninja is critical to any company.\u00a0 High-performing salespeople are the lifeblood of any company. The way I see it, companies employ one of\u2026","rel":"","context":"In &quot;Leadership&quot;","block_context":{"text":"Leadership","link":"https:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2020\/01\/Onramp.png?fit=560%2C315&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2020\/01\/Onramp.png?fit=560%2C315&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2020\/01\/Onramp.png?fit=560%2C315&ssl=1&resize=525%2C300 1.5x"},"classes":[]},{"id":1036,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/06\/sales-traits-series-quality-orientation\/","url_meta":{"origin":1410,"position":2},"title":"Sales Traits Series &#8211; Quality Orientation","author":"Derrick Moe","date":"June 28, 2007","format":false,"excerpt":"Quality of standards is an important aspect of successful selling.\u00a0 A salesperson who does not ensure quality has a tendency to appear inaccurate, or to the extreme - sloppy.\u00a0 Since salespeople are initially the face of the company, this quality disconnect can present a poor view of the company's quality\u00a0as\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":54,"url":"https:\/\/selectmetrix.com\/blogs\/2006\/05\/top-10-sales-traits\/","url_meta":{"origin":1410,"position":3},"title":"Top 10 Sales Traits","author":"Derrick Moe","date":"May 25, 2006","format":false,"excerpt":"We assess sales candidates on over 60 different Aptitudes in our assessment stage which provides some fine detail about their natural talents. We adjust our focus on these aptitudes based on what the position requires. However, there are a certain group of aptitudes that are consistently critical in any sales\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":959,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/05\/results-based-work\/","url_meta":{"origin":1410,"position":4},"title":"Results-based Work","author":"Derrick Moe","date":"May 30, 2007","format":false,"excerpt":"From Seth Godin's post Who should you hire? There is a fundamental shift in rules from manual-based work (where you follow instructions and an increase in productivity means doing the steps faster) to project-based work (where the instructions are unknown, and visualizing outcomes and then getting things done is what\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1416,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/02\/dulled-by-success\/","url_meta":{"origin":1410,"position":5},"title":"Dulled By Success","author":"Derrick Moe","date":"February 12, 2008","format":false,"excerpt":"There is an effect we have noticed when recruiting salespeople from larger companies that seems to be consistent across markets.\u00a0 Some salespeople, maybe many, lose their edge when it comes to prospecting when they land a large customer.\u00a0 I see this effect happening in larger companies, for some reason, more\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"https:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1410","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1410"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1410\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1410"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1410"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1410"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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