Top sales performers and bottom sales performers have remarkably similar characteristics according to research collected by Profiles International, the sales assessment tool we use at Trebuchet Group.
The top and bottom groups are nearly identical in Thinking Styles; they are similar on the Assertiveness, Manageability, Accommodation, Independence and Objective Judgment scales.
Most striking however, is the difference in their patterns on the Energy and the Decisiveness scales.
The most successful salespeople have very high Energy scales (in the upper 16% of the working population). Top performers also rank very high in Decisiveness, averaging 10 out of 10 on decisiveness!
You can screen for these "top seller" characteristics either before or after hire. Call Trebuchet Group for more information.