Follow up to "Don't fool around. Hire well for sales and your business will thrive."

Top sales performers and bottom sales performers have remarkably similar characteristics according to research collected by Profiles International, the sales assessment tool we use at Trebuchet Group.

The top and bottom groups are nearly identical in Thinking Styles; they are similar on the Assertiveness, Manageability, Accommodation, Independence and Objective Judgment scales.

Most striking however, is the difference in their patterns on the Energy and the Decisiveness scales.

The most successful salespeople have very high Energy scales (in the upper 16% of the working population). Top performers also rank very high in Decisiveness, averaging  10 out of 10 on decisiveness!

You can screen for these "top seller" characteristics either before or after hire. Call Trebuchet Group for more information.

Comments

[Jeannette Seibly]

Lee, great article. It's so true that we hire for skills, and fire due to poor job fit.

Assessments are a great way to ensure that the person can and will do the job, and fit within your company.