The most successful organizations in the world already know that hiring the right salespeople has the potential of becoming one of the most powerful secret weapons in their arsenal of competitive strategy. What you may not know is that hiring the right salespeople can be as simple as following a recipe based on recent findings from a study I conducted with over 100 of the outdoor industries’ leading sales reps. These findings confirm that top performing salespeople are similar in very specific ways.
BAM Looks at HOW People Do What They Do
o How do you communicate?
o How do you make decisions and process information?
o How do you approach a task?
o How do you review your world?
o What motivates you?
This is your Brain
When we begin to dive into the Behavior portion of the assessment, we look at the D.I.S.C. At a 30-foot view, this is your brain. The people who fall on the left side of the circle are the analytical; those who are prefer the right side of the brain are creative.
What’s That All Mean?
Diving evening deeper and breaking this up into 8 pieces of a pie gives greater definition and meaning.
We measured over 100 sales reps across the US. These reps were given to us by principles, manufactures and retailers in the outdoor industries as leaders in their current positions.
We asked “who are your best?”
There were so many of the sales reps that fell into the same places. The study revealed to us that the top performing sales reps are Persuader=Promoter. They are optimistic, flexible, verbal and trusting. These people are Utilitarian motivated. Let’s dive deeper into what this means.
Observing the behaviors of famous people in this category allows us to begin to understand the behaviors in a Persuader=Promoter.
Value to the Team
Optimism and Enthusiasm
Creative Problem Solving
Motivates Others Toward Goals
Positive Sense of Humor
Verbalizes with Articulateness
Assignments with a high degree of contact with people
Tasks involving motivating groups and establishing a network of contacts
Democratic supervisor with whom they can associate (they want to have a voice)
Freedom from control and detail
Freedom of movement
Multi-changing work tasks
Areas for Development
Act Impulsively, Heart over Mind
Trust People Indiscriminately
Inattentive to Detail
Under-instruct and Over-delegate
Tend to Listen only Situationally
Rely too Heavily on Verbal Ability
GOAL: Utility and what is useful.
DRIVING FORCE: Every investment made needs to have a greater return in time, talent and/or resources.
If Utilitarian is the first motivator, many of their actions will be driven by investment and return of their time, talent or resources. There is almost always a little voice in the back of their mind asking, is this the smartest way to utilize my time, talent or resources?
A person who is Utilitarian-motivated will require careers and activities that contain:
Pay for individual performance
Pay proportionate to effort
Bonuses and incentives
Ability to gain a rewarding return on investment of their time talent and resources
What if you are not a
Everyone can play an instrument. For some people, playing/learning an instrument will come naturally or easily. For others it will take effort and practice until it becomes natural.
To find out where you fall, please take the complimentary BAM assessment: