Sales Staff Selection...

Everyone has an opinion on whether the best sales staff are born or trained. What we all agree on is that getting the right staff selling for us is a key determinant in organisational success. We have conducted extensive research into the differences between the most successful sales staff and their colleagues who just about make the grade.

What emerges is a set of behaviours which we believe should form the basis of selecting sales staff. Some of the common factors are the capacity to build and maintain relationships, being goal directed, the ability to control emotions and showing resilience in the face of adversity.

The exact mix required of these behaviours depends very much on the type of sale being made, for example whether it is based on developing a long term one-to-one relationship with the customer, or a more transient encounter where rejection is faced frequently. If you are choosing sales staff on a regular basis we can help you make sure you have the staff with the right attitude.