When recruiting sales staff it is important that 5 key traits are
assessed: Competitiveness, Self-Reliance, Persistence, Energy
and Sales Drive. Therse are all behavioural
traits that can be assessed that reflect directly upon the skills
a salesperson requires. For example the ability to prospect is directly
related to energy.
When we have determined the scores for each of the above traits we
can then assess in what key sales skill areas our candidates will
There are 7 areas that are assessed in sales skills to provide an
overall picture of the candidate. Those skills are:-
• Prospecting - the preferred approach to engaging
prospects for sales presentations
• Closing the sale - the approach to move a prospect
to buy, quickly or step-by-step approach.
• Call reluctance - an individual’s need for support
to overcome hesitance in making calls
• Self-starting - preferred approach a salesperson
may utilise to initiate activity
• Working with a team - level of openness an individual
may have to cooperative in a team environment
• Building and maintaining relationships - the way
a salesperson establishes & maintains relations with clients
• Compensation preference - various kinds of rewards
that serve to motivate the salesperson
There are 5 areas that are assessed in behaviour. Those areas are:-
• Competitiveness – Enthusiasm for a competitive
• Self-Reliance – Need for structure and support.
• Persistence – Sticking with a task until it is
• Energy – Tendency toward restlessness and activity.
• Sales Drive – a focused drive that can provide
motivation for action..
Anyone can be trained to do sales but top sales people are bord not
taught and assessing candidates will tell you who is a born salesperson.