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Further
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What's your Business Online Attitude? - Paul J Easton
This article was prompted by some customer support work I was involved in for a private members site. One of the paid subscription members wanted someone to look over his website and give an opinion of what we thought of its design. It was clear...
Survival of the Fittest--Building Your Business - Livvie Matthews
With all the other businesses out there you must find a way to market your business uniquely (a “niche”) causing it to stand out from among the rest. Be prepared to work at building your business. You must build relationships with your customers...
Learn to play poker online in order to make money - Pot Odds - Dean Harding
For most people, there are only two real reasons to play poker: fun and profit, which are sometimes interrelated (more profit means more fun). But in order to make money by playing poker online, you should always be gathering information about...
"Oh, my goodness, look at the time!" - Lynne Homewood
You'd think with all the time-saving gadgets you have nowadays you would have so much free time you'd be bored to tears! But it's definitely NOT so! Time, for everyone, is at a premium. Even my children can't believe how fast time flies by - when I...
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Hiring Sales Representatives That Are A Perfect Fit
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Written By:
Kathi Graham-Leviss
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© Kathi Graham-Leviss
http://www.xbcoaching.com
Did you know that the average turnover time for salespeople is only 6 months? Why? Because most don’t have the correct behavioral style to do the job effectively. That type of turnover costs your company a lot of time and money, and reduces your ability to serve your clients well.
I’m sure you’ve experienced working with some sales representatives that are – in actuality – too timid to effectively make presentations. You’ve also seen some who are overbearing, have poor people skills, and thus don’t relate well to others in this capacity.
When looking for successful salespeople, look for those who are extremely high in Influence with a balancing style of Dominance on the DISC Behavioral Model. DISC is an indicator that qualifies individual’s behavioral styles. There are four core styles. Below are just a few descriptors for the Influence and Dominance styles required of a successful sales representative.
For Influence, they are:
social and verbal aggressiveness
optimistic
good persuaders
visionaries of the big picture
people-oriented
team-oriented
For Dominance, they are:
solving problems
driving for results
positive
powerful and authoritative
All of these are vital characteristics for someone to excel in sales. However, such high levels of Influence also bring about some limitations in other areas such - continued below ...
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as:
·impulsiveness
·unrealistic in appraising people
·lack of attention to detail
·disorganized
This means that your many of your sales reps will need some sort of assistance with follow-through and organization. As team-oriented people, they almost expect that there will be someone else to take over the tasks they are not well prepared to handle.
Their behavior lends itself to new adventures, taking risks, people and freedom. Those high in Influence and Dominance will not do well with excessive rules or regulations, or in companies who tend to limit their mobility.
When interviewing to fill a sales representative position, look for those people who show a genuine love of people, who are able to build a relationship with clients, who are team oriented, who can take charge and solve client problems, and who are positive but authoritative.
These are the core behavioral aspects that will help the new hire relate to people well, become a trusted liaison between your company and the client, develop new solutions to assist customers and achieve the sales results you’re looking for.
About the Author
Kathi Graham-Leviss is Certified Coach and Behavioral Analyst who assists companies with defining and developing their Human Resource practices. Visit her Web site today for additional information on the 4-Step Hiring Process and DISC Behavioral Assessments. http://www.xbcoaching.com
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| _Additional Resources ... |
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HOW TO AVOID HOME BUSINESS SCAMS - Susie Michelle Cortright
The email inboxes of net-savvy parents are often flooded with home business scams. We're prime targets. We know our way around a computer keyboard, and we love to spend time with our kids, so we're marked for every home-business opportunity in...
ERP (Enterprise Resource Planning) Overview - Exforsys com
ERP (Enterprise Resource Planning) Overview covers What is ERP, Brief history of ERP, Why is it necessary, Market Leaders and the future of ERP. What is ERP? Enterprise Resource Planning or ERP is an industry term for integrated, multi-module...
Free? There’s No Such Thing As A “Free Lunch” Anymore - Loring A Windblad
Copyright 2004 by http://www.organicgreens.us and Loring Windblad. This article may be freely copied and used on other web sites only if it is copied complete with all links and text intact and unchanged except for minor improvements such as...
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