CoachingRecruitingSales Leadership

Let’s look at one critical phase during sales recruiting – the onboarding process. This phase is the crucible where new salespeople are shaped, coached, and set on the path to success. Think of it as the nurturing stage; each new sales hire is a unique individual with distinct personalities, sensitivities, and learning styles.

Drawing from my experiences with my own children and coaching Little League baseball, I’ve come to realize the importance of Emotional Intelligence 101 – understanding oneself, understanding others, and adapting communication styles for maximum influence. This is precisely where the CTS Sales Profile proves invaluable.

Understanding and Adapting Communication Styles

The CTS Sales Profile provides objective information about individuals, helping onboarding trainers and sales managers comprehend their own communication styles. Armed with this knowledge, they can adapt their communication to match the new candidate’s predispositions in building relationships. Whether a candidate thrives on a relationship-centered approach, prefers quick and task-focused interactions, or requires detailed and factual conversations, the CTS Sales Profile provides a path for effective communication.

Revealing Hidden Insights

Beyond communication styles, the CTS supplies  insights into a candidate’s sensitivity to criticism, their preference for private or public recognition, their need for challenges and clear standards, and their yearning for encouragement. Understanding these things about people, among other traits, allows trainers and managers to intuitively navigate the most effective coaching path to influence a candidate’s learning and motivation during those critical first days on the job.

Practical Examples

To illustrate the practical applications, consider a candidate with low compassion scores. They may benefit from training in asking need development questions and customizing presentations accordingly. Another scenario might involve a candidate with low optimism scores but high assertiveness and social confidence, requiring assurances and encouragement to overcome setbacks.

Moreover, a candidate with low self-promotion scores might need guidance on highlighting customer benefits effectively, while one with a low independent spirit score may seek approval and clear expectations. These are insights critical for tailoring leadership approaches to new hires.

Comprehensive Coaching Reports

The CTS doesn’t stop at insights; it provides 12-page coaching reports for each candidate, offering a comprehensive guide to understanding their unique traits and supporting their growth. Our clients often attest to the valuable one-on-one guidance our partnership provides, enhancing coaching impact and driving improved sales results. Choose an assessment like CTS that’s validated, easy to understand, and specifically designed for onboarding and coaching. This knowledge not only benefits your professional life but also extends to your roles as parents, grandparents, sports coaches, and leadership.


In summary, successful onboarding hinges on understanding the distinctive traits and communication preferences of your new sales team members. The CTS Sales Profile equips trainers and managers with the emotional wisdom needed to adapt and provide the most effective guidance during this crucial phase. Remember, investing in learning about each of your new sales hires sets the stage for their future success, ultimately contributing to the success of your entire sales team.

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