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Monthly Archives: January 2012

Recruiting Salespeople: The Personality Trait Of Need To Control Increases Sales Productivity

RecruitingBy Steve SuggsJanuary 31, 2012Leave a comment

 Has anyone ever accused you of always wanting to take charge? When recruiting salespeople, it is important to realize that salespeople with the personality trait of high Need for Control…

Recruiting Salespeople: The Personality Trait Of Goal-Orientation Sets The Pace Of Work

RecruitingBy Steve SuggsJanuary 24, 2012Leave a comment

When recruiting salespeople, Goal Orientation is one of the most important hard-wired personality traits that will help a sales leader understand the way a salesperson will approach sales tasks. The scales…

When Recruiting Salespeople – Why High Social Confidence Is Critical Throughout The Sale Process

RecruitingBy Steve SuggsJanuary 12, 2012Leave a comment

“We all agree that you are a people person, but we’re looking for a closer not a professional visitor.” Every important moment in the life of a salesperson involves asking…

Recruiting Salespeople: The Personality Trait Of High Social Drive, Energized To Network

RecruitingBy Steve SuggsJanuary 4, 2012Leave a comment

While recruiting salespeople, it is important to measure the personality trait, Social Drive. In a recent sales meeting with high-activity/outside salespeople and their sales engineers, I was conducting training on…

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