I preach this point from the mountaintop as often as possible so I\u2019ll continue here \u2013 sales is the single most difficult position to hire in any company.\u00a0 The reason is simple, accurately predicting sales success by discerning candidate capabilities is\u2026well, often a crapshoot.\u00a0 This fact is why it is imperative to use assessments to gain an understanding of what the candidate has \u201cunder their hood.\u201d<\/p>\n
A prime example is emotional control.\u00a0 Successful salespeople have this trait.\u00a0 It is a broad term so let me put a finer point on it<\/a>:<\/p>\n This is the ability of a salesperson to maintain rational and objective actions when experiencing strong internal emotions. This trait measures one\u2019s 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.<\/p><\/blockquote>\n I\u2019ve seen this trait showing up more frequently among salespeople in this recessed economy.\u00a0 My theory is that deals are hard to come by in most industries.\u00a0 When salespeople do lock on to a solid opportunity, they need to stay focused and keep qualifying.\u00a0 However, if they lack emotional control, they may get giddy, over excited, even panicky to get the deal closed.\u00a0 This approach is absolutely uncomfortable to observe (yes, I have seen it first-hand recently).<\/p>\n The other facet of this trait, or lack of it, is an angry, desperate salesperson who reacts negatively to a stressful prospect interaction.\u00a0 The salesperson can become infuriated with a deal not moving forward.\u00a0 Even experienced salespeople can respond with a quick cut on the prospect or fire off a curt email that turns the prospect negative.<\/p>\n Whichever way this weakness plays out is highly detrimental to any company.\u00a0 Salespeople must<\/em> maintain objectivity throughout the most difficult of discussions to properly qualify an opportunity.\u00a0 Failure to do so leads to the aforementioned problems.\u00a0 This potential weakness can be identified before you ever hire a salesperson.\u00a0 The tools are available so please contact us if you are ready to keep this weakness out of your sales team.<\/p>\n","protected":false},"excerpt":{"rendered":" I preach this point from the mountaintop as often as possible so I\u2019ll continue here \u2013 sales is the single most difficult position to hire in any company.\u00a0 The reason is simple, accurately predicting sales success by discerning candidate capabilities is\u2026well, often a crapshoot.\u00a0 This fact is why it is imperative to use assessments to gain an understanding of what the candidate has \u201cunder their hood.\u201d A prime example is emotional control.\u00a0 Successful salespeople have this trait.\u00a0 It is a broad term so let me put a finer point on it: This is the ability of a salesperson to maintain rational and objective actions when experiencing strong internal emotions. This… 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_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_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","enabled":false},"version":2}},"categories":[6,16],"tags":[96,1626,1625,1748,294,330,38,352,97,1426],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-CB","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2393"}],"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=2393"}],"version-history":[{"count":2,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2393\/revisions"}],"predecessor-version":[{"id":2394,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2393\/revisions\/2394"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2393"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2393"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2393"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}