The MHEDA Journal - Second Quarter, 2012 - (Page 59)

SALES & HIRING SMART MARKETING The Traits of Great Salespeople BY HERB GREENBERG, PH.D., FOUNDER & CEO OF CALIPER I n today’s competitive economy with ultra-low employment levels, it’s becoming increasingly difficult to recruit — as well as retain — top salespeople. But there are ways to hire smart and hire right — the first time, for those of us actively looking to bring on salespeople. Hiring smart means saving your company thousands of dollars that could otherwise be wasted on a poor hire. With that in mind, Caliper has conducted numerous studies on the personality dynamics common to great salespeople. The intention of such studies is to provide managers with a foundation for making hiring decisions and building benchmarks: To uncover the inner workings of truly great salespeople and distill them into a list of essential traits to look for in new sales reps. By determining which potential hires or current employees possess these traits, you can pinpoint and nurture those likely to be future stars. As the sales profession evolves, so must the people selling, and in line with that, so must the way people are recruited. This study shows managers the real things to look for when hiring or promoting, instead of relying solely upon experience and some classic hiring myths. Not surprisingly, being assertive and sociable both rank high among surveyed salespeople. As the study digs deeper into the psyche of salespeople, some of the results are quite surprising. During this particular study, Caliper completed telephone surveys and conducted personality profiles on a total of 209 salespeople, who represented 189 companies in 37 different industries across the United States. Managers were asked to choose their top one or two sellers to participate in the study. Of the star sales reps, more than half were members of sales forces made up of 10 or fewer salespeople, and 36 percent had been in their current position fewer than twoand-a-half years. Seventy-seven percent of the top performers were hired from another company, and a full 28 percent of those surveyed were not previously in sales positions. Rather, they came from such departments as marketing, customer service, operations, purchasing and universities (students). The Caliper study revealed that fact to be a positive: It The MHEDA Journal | Second Quar ter 2 012 59

Table of Contents for the Digital Edition of The MHEDA Journal - Second Quarter, 2012

President's Perspective
From the Desk of Liz Richards
Ask Your Board
Meet The MBOA
Mackinnon Equipment & Services
Member Profile
Bode Equipment Company's Office Supervisor Meredith Fowler is a jack of all trades
Customer Service Automation
Continued Growth Expected in 2012
The Off-Season
Convention Program - Re-Imagine Your Business
Convention Program
Exhibitor's Showcase Guide
Out of the Classroom, Into the Shop
The Link between Sales and Absorption: To sell more, service more!
Social Media and the C-Level: Objections Discussed
Sucession Planning and the Emerging Generations: Five Trends You Need to Know
Sucession Planning
Sucession Planning and the Emerging Generations: Five Trends You Need to Know
Work-Life Balance: It's All Up To You !
Controlling Your Workers Compensation Costs
Transactional vs. Consultative Selling
The Traits of Great Salespeople
Who's to Say What Is Sexy
Spotlight on MHEDA News
MHEDA University Calendar
New Members
MHEDA Milestones
New Products
Index of Advertisers by Product Category

The MHEDA Journal - Second Quarter, 2012