Successful salespeople have thick skin and can withstand a lot of rejection, client complaints, and other setbacks. However, even the thickest skin cannot compensate for being thrust into a role for which one lacks inherent talent. People differ in their personalities, and these variances can significantly impact how jobs are completed. Fortunately, these disparities may be assessed and exposed through aptitude testing, such as the Aptitude Personality Questionnaire, for sales managers and executives.
Profits rise, turnover falls, and competent salespeople have a better chance of becoming outstanding salespeople when the APQ is used in hiring and placement decisions combined with role-specific corporate sales training. Get a sense of the type of client you’re targeting to determine the ideal salesperson style for your company. Inquire about your business about who you are, what you sell, and who your perfect client is. Choose the correct type of salesman for the task after you’ve profiled the client you’re looking for.
There are four sorts of salespeople, and depending on the stage of your company’s life cycle, you may require one, two, or perhaps all four on your sales team:
- The Hunter
Choose the Hunting Land when selling a huge-ticket item, such as a large software bundle, or when starting a new firm and needing clients straight soon. The hunter is after the big kill and will put in a lot of effort to make a bargain. On the other hand, the hunter might not be the best option for building long-term client connections.
- The Landlord
The farmer knows how to build long-term relationships with their customers. The farmer is ideal for your business if you want your customers to approach you again and again when they require additional products.
- The Scout
It is tempting to shift your best salesperson to a different geographical location when growing into a new market in your sector. However, because the individual is unfamiliar with the area, it is preferable to appoint a scout from that market, ideally from one of your key competitors, to lead the new office.
- The Shepherd
If your company is growing and adding new product lines, you’ll need a shepherd, someone who is well-known in the industry. This individual will attract a large number of followers. Develop a proper hiring procedure with a profile and scorecard after determining the appropriate type of salesperson. Conduct various interviews, and don’t simply check with a past company when checking references.
Final thoughts
Check with persons who worked on your prospective salesperson’s previous sales teams, as well as someone who worked for them. Please take into account their personality, abilities, and unique experiences. If your company is growing and adding new product lines, you’ll need a shepherd, someone who is well-known in the industry. This individual will attract a large number of followers.
Develop a proper hiring procedure with a profile and scorecard after determining the appropriate type of salesperson. Conduct various interviews, and don’t simply check with a past company when checking references. Check with persons who worked on your prospective salesperson’s previous sales teams, as well as someone who worked for them. Please take into account their personality, abilities, and unique experiences.
