When Sales Recruiting, The key to unlocking the secrets of human behavior - 2 of 3 series
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Hello, I am Steve Suggs, sales recruiting expert and author of the book Can They Sell. Welcome to my sales recruitment video blog. 2 and 1/2 minutes of where you will learn to hire sales. This is video two in a 3 part series of the secrets of understanding human behavior.
In the 1st video we learned that character is built in our past when we learn important life lessons from our parents. Personality is genetic and changes very little overtime.
Today we’ll talk more about the 4 personality traits of high social drive, social confidence, goal orientation, and need for control.
If you’re recruiting salespeople into a high activity, high rejection environment, then you need that confident and driven personality type who can go out and find prospects and turn them into customers.
Here's proof in this video that personality tendencies are genetic and can be seen at a very young age.
This 1st group of boys is who I want on my team. They're confident and aggressive and they're fighting to win.
I'd rather have this 2nd group of boys polishing my armor than fighting along side me in the battle. If they ever quit analyzing their form, they might finally get around to actually fighting.
Doesn't this remind you of 2 different types of salespeople? The aggressive type who can actually sell, and the analytical pretenders. Don’t forget this the next time you are putting together a sales job description.
The aggressive children grow up to make confident, aggressive adults. They become the successful entrepreneurs and salespeople. They set goals and reach them. They want you to answer their questions and then leave them alone so that they can go sell. And they sell a lot.
The sword tapping, analytical pair are always getting too bogged down in the details. You might hire them as your sales engineer, but don’t put them in charge of developing new accounts or expect them to build out a territory.
So remember, just like you can dress anyone up like a knight and give them a sword, it doesn’t mean they know how to use the equipment to win battles. You can teach and train sales skills to almost any personality type, but make sure you are teaching these skills to someone who has the natural abilities to go out and use them to get the sale and build a territory.
Thank you for joining me. See you next time on the Can They Sell video blog for more sales job recruitment training. As always, please leave your comments below and forward this video to anyone who will benefit. If you haven't already, please register for this recruiting sales blog. Now go enjoy recruiting the best, and have fun in the sales interview.
Learn more about the following:
• Where to find sales people, where to find sale reps
• What to look for while recruiting salespeople - 5 Dimensions of the Best Salesperson Profile Hiring sales, hire salespeople, hire sales people, hiring sales people, hiring sales reps, IT sales recruitment, recruiting sales people, sales job recruitment
• How to look for the 5 Dimensions - get questionnaires - interview questions for sales, interview questions for salespeople, sales interview, interview questions for sales people
- Sales test, sales assessment, CPQ, Craft Personality Questionnaire
- Sales interview tips
- Sales job description – page 79, Can They Sell book
- Tips for screening resumes – Chapter 13, Can They Sell book
To YOUR Success,