Did you know that the average turnover time for salespeople is only 6 months? Why? Because most don't have the correct behavioral style to do the job effectively. That type of turnover costs your company a lot of time and money, and reduces your ability to serve your clients well.
I'm sure you've experienced working with some sales representatives that are-in actuality- too timid to effectively make presentations. You've also seen some who are overbearing, have poor people skills, and thus don't relate well to others in this capacity.
When looking for successful salespeople, look for those who are extremely high in Influence with a balancing style of Dominance on the DISC Behavioral Model. If we look closely at the descriptors for Influence, you'll see why.
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All of these are vital characteristics for someone to excel in sales. However, such high levels of Influence also bring about some limitations in other areas such as:
- impulsiveness
- unrealistic in appraising people
- lack of attention to detail
- disorganized
This means that your more effective sales reps will need some sort of assistance with followthrough and organization. As team-oriented people, they almost expect that there will be someone else to take over the tasks they are not well prepared to handle.
Their behavior lends itself to new adventures, taking risks, people and freedom. Those high in Influence and Dominance will not do well with excessive rules or regulations, or in companies who tend to limit their mobility.