The Best Salesperson

"It is literally true that you can succeed best and quickest by helping others to succeed."

-- Napoleon Hill, author

 

I know we are always looking for ways to test candidates for sales jobs. Dan Pink has just released a new book, using his usual approach at business issues he has drawn not from long held beliefs that everyone knows is right, but from scientific data that provides statistical and behavioral facts.  I'm halfway through the book but one glaring myth is that great salespeople are always extroverts. Various studies have shown that this is not the case and that the opposite is not true either (i.e. all great salespeople are introverts). The facts show that people in the middle of the spectrum are really the best in today's new world.  

Take a minute and take this assessment, and have your sales people take it and see where they end up.  Several major studies show that Ambiverts (those in the middle) sell, on average, 25% more than either extraverts or introverts. This may be a new tool to add to your arsenal when testing candidates in the future.

All the best, 

Rick Wallace