The tragically ﬂawed Willy Loman, traveling from town to town and failing to make a living. The entire scope of venal characters in the ﬁlm Glengarry Glen Ross. Serial failure Gill Gunderson on The Simpsons. Pop culture is full of references to salespeople, and most of them are not particularly kind.
The stereotypical view of salespeople is that they are pushy and greedy. Customers often describe them as descending like vultures as soon as they enter a store, spouting insincere oﬀers to help, superﬁcial compliments about how wonderful you look in something, or over-used, cringe-worthy sales tactics like "You know what would go great with that thingamajig? This new thingamabob - just arrived. Really good quality. I just bought one myself *wink*."
In order to avoid hiring a bad salesperson, you need to understand what makes a good one. The most successful salespeople, regardless of what it is they sell, leverage all of their skills in order to drive business.
Some key traits that a good salesperson will have include:
These are just some of the traits that a good salesperson would need to be successful. So how do you choose the right salesperson? Part of the solution is doing the basics: checking references, finding out what sales experience the person has, and using interview questions to learn about his or her sales tactics. Look at the interview as an opportunity to see a candidate in action " after all, this person is selling their services to you.
It may also be helpful, even before the interviewing process, to consider some of the tools available to evaluate character, work habits and personality, as is the case with PsychTests' online assessments. Salespeople have a distinct personality profile that differentiates them from non"salespeople, and PsychTests has developed their SPPP (Salesperson Personality Profile) to reflect this.