Sales
People
What are the critical competencies for required for successful
consultative sales people? Research tells us top sales people succeed
in 8 key competencies. How do your sales people measure against
these competencies?
1) Energetic- meaning, at a high level the person
is enthusiastic, works hard and puts forth visible effort to succeed.
At the low, undesirable end lacks urgency and is slow to complete
work!
2) Optimistic- meaning that the individual maintains
a positive, optimistic outlook and is able to weather adversity
well. On the low side, is negative and pessimistic.
3) Resilience-meaning that the person is thick-skinned
and is able to handle rejection and criticism well. Low is sensitive
to rejection and criticism.
4) Follow-through-meaning that the person completes
tasks and keeps his/her promises and commitments. Low is undependable.
5) Assertive- meaning that the individual possesses
a confident sales presence and is able to manage the sales process.
Low is difficulty exerting influence or asking for the sale.
6) Social- meaning the person is outgoing and enjoys
client/customer contact. Low reflects more of a loner, shy.
7) Expressive- meaning a free and easy conversational
style. Low is more reserved, may have difficulty displaying enthusiasm.
8) Responsible- meaning serious-minded, businesslike
and professional. Low makes decisions too quickly or takes unnecessary
risks.
Knowing these factors can certainly point you in the right direction
when you need to hire a sales person to fill a territory. Determining
the mix of these factors in a prospective candidate is a little
more challenging. Recent research from Michigan State University
has shown interviews to be only 14% accurate. Using assessment tools
can make selection of the best candidates much more effective and
efficient when combined with behavioral interviewing, reference
and background checks (where appropriate).
SalesMax,
a predictive sales hiring & development tool identifies an individual’s
competency level in each of these key dimensions.
SELECT
is a predictive hiring tool designed specifically for hiring inside
sales people who focus on both inbound sales and outbound sales
calls.
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