Lets build an ideal salesperson, shall we? First we must identify the parts of ingredients before we can assemble, program and initiate this selling machine. Most people agree on many of the basic attribute of a top seller. By a University of Florida study by Amanda Ruth and Allan Wysoki citing various expert reports and surveys these are the most common characteristics of superior salespeople: motivation, empathy, ability to think on one's feet, tenacity, high energy, self confidence, hunger/drive, ego, product and customer knowledge, a desire or even a compulsive need to win or hold affection of others. Ok that's quite a bit to require to have jut to hire them. The nice thing a lot of this personality go hand in hand, i.e. motivation and high energy ect. It's a good idea to conduct personality profile on prospective employee. We cannot put too many stock on these profiles as they can be manipulated but they can be factored into the decision.
The danger is looking only for the people with the "driver" type personality. You want to round out your team with all types of personalities, recognizing the ideal salesperson does have some of the "driver" tendencies. You can't build the team of all "drivers", you must diversify and have predominately "expressive" and "amiable" personality as they make up almost 70% of society. Pure "driver" are about 18% and the analytical type represent just over 10%. So we should try to hire accordingly recognizing that some desirable traits can be learn and cultivated. Keep in mind, someone who is, for example, high analytical and barely registers on any other personality type will virtually never be a superior seller. We want round pegs for round holes. If the pegs are slightly "out of round" they can be shaped with a reasonable amount of training and instructions. If the pegs are squares you are going to have to invest a significant amount of focused, time and energy to round this one out. Lets be honest we are barely putting in the time to round out the one's with softer edge. So let us not fool ourselves into thinking we're going to "make" a "salesperson".
To be continued....
Written by: Brad Alexander