The stereotype that suggests all successful salespeople are heavy-handed, type A personalities is simply misguided. A person’s ability to persevere through a call with a strong head forward doesn’t guarantee results for the company. In fact, there are several nuances within the way a sales person interacts with their clientele that allows customers to intuit an underlying sense of trust, likeability, and true belief in the product or service they’re talking about.
Challenges to Finding a Great Sales Person
When hiring new members to join your sales team, the confident and ambitious personality they may showcase during an interview may not be enough to procure the numbers you’re looking for in practice. First, an overly intense push during a call may turn customers off the conversation, so your new hires must be able to balance their voraciousness for their work with gentler tactics, they must be able to improvise and sense when an introverted approach is more suited to the call than an extroverted one. Furthermore, their personalities must feel genuine – they must be able to show customers that they have their best interests at heart by being good listeners as well as speakers. They must also pick up on their client’s cues.
Unfortunately, a great salesperson can be difficult to find. It is challenging as a hiring manager to know whether someone who seems perfectly qualified will in fact live up to their company’s expectations, let alone exceed them. In many cases, companies will spend valuable resources interviewing, hiring, and training the wrong people for the job – regrettably they don’t find out until weeks later when not a single sale has been made.
Personality Tests to Weed Out Applicants
This is why when setting out to hire, it’s best to be prepared, and to be humble. Recognize that as a hiring manager, you won’t be able to foresee exactly how an employee will perform in the future; therefore utilizing tools created for your benefit so that you can make the best choice for your enterprise — such as a personality test from an assessment site such as Salestestonline.com — will provide you with hiring initiatives that promises a 90% success rate.
The test is convenient, quick, non-threatening, and the results are instantaneous, comprehensive, clear and concise. What’s more is your company may even customize the assessment around the unique requirements for your position. Whether you’re looking to employ more farmers or more hunters, the test will show which candidates’ sales personalities fit your ideal profile, allowing you to make a more informed decision.
Sometimes the applicants with the most experience or skills listed on their resumes do not have what it takes to be successful in sales, let alone selling your specific product or service. Therefore, it pays to choose a guide that will help you measure more accurately the level at which they’re likely to perform.
Sometimes, it’s the softer, less obvious characteristics that make great sales people , and that allow them to form relationships with their clientele quickly and sustain them over the course of their employment.