A Measuring Stick to Define Your Talent
Historically, most executives who have a sales organization under their control through a VP of Sales believe that the key to increasing sales from the organization normally comes from the list below. Often, these approaches are done with little to no effect.
• Developing their soft skills to sell
• Adding new products or services
• Providing additional technical training on products or services sold
• Changing the compensation structure to provide better motivation to sell
• Setting Sales Goals & Profit Objectives
When one of the above approaches is deployed, it is often a puzzle to management why sales and profits hardly improved, if at all. You thought these were great to increase sales right?
The core sales problem may not have been properly addressed and the real issue may be that the salespeople may have not been the best choice due to lack of aptitudes and behaviors needed for success in sales. Further, the sales trainer/manager, who believes that he or she can teach anyone to be highly successful in sales, may be proven to be seriously mistaken.
Executives, managers, HR people, and recruiters think they have the skills, knowledge, and ability to identify the traits in a sales candidate. In reality, there are certain critical mental aptitudes and behavioral traits which simply aren’t accurately identifiable and measurable from an application, resume, or interview.
To make matters worse, many hiring decision makers take prior sales experience often times far too seriously. Experience could mean the sales candidate as moving up or forward with more responsibility, when in fact the employer(s) concluding this particular salesperson was never going to make it with them. Thus, prior experience must be more thoroughly investigated than most interviewers are prepared to explore.
Consider the importance of the following critical sales aptitudes and behavioral traits as a requirement for successful sales people vs. prior experience including which ones can be accurately measured in an application, resume, or interview and which ones cannot.
The following are critical sales oriented traits: