SalesMatch identifies 4 key elements that form the basis of any sales role:
They are not confined to these four elements but they do provide objective recruitment selection criteria as opposed to traditional CV. word search. Two additional elements are intellect and desire - both of which can be assessed with the right interview and assessment techniques.
The Sales Animals
Primary Characteristics: You have great sales drive and rise to the occasion in a competitive environment. Your naturally forceful character means you are not easily deterred when the going gets tough. Assertive and confident in style, you find it easy to control the sales process and bring it to a conclusion. As with all Lions you are inquisitive and restless, always searching for new opportunities. Motivation is something you are not short of, finding it easy to influence the decisions of others. You are always alert, mobile and a natural self-starter. You enjoy being noticed by others and use your demonstrative style to good effect.
Motivator: You seek and enjoy power and authority in your work.
Basic Fear: Failure to be anything other than a success in your work.
Sales Style: As a natural closer, you are very suited to either new business or a challenging account management role. You have a strong ability to sell a technical product or service and work in a high process/structured environment.
Management Style: A natural leader with high expectations of those who work for you. Direct, driving, demanding and focused are all words at the core of your profile. You are a natural motivator of others and at times inspiring. Those who work for you should be warned, never cross the Lion!
Consider why the following exists:
The answer is in understanding how a salespersons character affects their working style. Every sales manager understands the concept of "Hunter" and "Farmer" - which is a basic form of profiling.
Understanding why salespeople act and respond differently is the core objective for any senior sales manager. This variation if correctly identified, answers why sales person "A" is good at getting new business, but bad at maintaining customer relationships, and why sales person "B" is excellent and producing and delivery a strong technical presentation to a board of directors, where sales person "C" tries to constantly wing it?
The SalesMatch model has built in profiling within the search engine so that candidates are correctly matched with job vacancies. Matching character profiles with job roles ensures reduced stress levels, because you are fitting salespeople in their natural environment. This creates a compatibility which leads to higher performance and greater stability for the candidate and the employer.
