The Coaching Effect Blog

Sales Reps Recruiting: Looking for the Right Personality Traits

Posted by Chuck Smith

February 9, 2015

By Chuck Smith, President of New Hire

It’s a never-ending debate and a never-ending topic of interest. Who are the best Sales Reps and what characteristics do they share?

I believe that “pleasant persistence” should be a key behavior characteristic in the Sales Reps we hire. How do I define this trait? It is a willingness to engage in repeated interactions with many, many people in a way that communicates that the Sales Rep simultaneously values the prospect’s time and values the product/service the Sales Rep is selling.

This stance contradicts certain conventional wisdom. Many people believe that the best sales people are aggressive and extroverted, often called “Hunters” who eat what they kill. This makes the prospect “game!”

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Topics: sales rep peformance, behavior assessments

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