8/14/2019 The 32 Dimensions of Sales Compatibility

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Copyright2009UrgentCareer:BetterCareerMatchingThroughTechnology 1

QuickGuide:32DimensionsofSalesCompatibility

ThisquickreferenceguidegivesanoverviewofUrgentCareerssalesassessmentandcompatibilityframework.Candidates

areassessedbasedon32uniquesuccessfactorsandthenmatchedwithpositionswheretheyaremostcompatibleand

havethehighestprobabilityofsuccess.

1. DriveandMotivation(DisciplineandGoalOrientation)

2. AbilitytoBuildRelationships(ConflictResolutionandLikeability)

3. PersuasivenessincludesListening

4. CommunicationSkills (Written,Verbal,andInterpersonal)

5. AbilitytoHandleRejection

6. Empathy

The6CoreSalesTraitsareinherentqualitiesthatareintegralto

salessuccess,regardlessofprocessorenvironment.Ideal

candidatesembodyalloftheseattributes.

Ofthe6CoreSalesTraits,itsmostimportanttounderstandand

analyzeacandidatesDriveandMotivation.Driveisthebiggest

indicatorofsalessuccess.

The6CoreSalesTraits

Goldilockstraitsarecrucialforsuccessinanysalesprocess,buttoo

muchortoolittleofanycanforestallorprecludesalessuccess.

WhiletheGoldilockstraitsareanintegralpartofsalescompatibility,itis

importanttonotputtoomuchemphasisonanyonetraitandalways

considertheroleintowhichthecandidateisbeingplaced.

Note:SeeOtherSide

TheGoldilocksTraits

17.Navet,Trust&Skepticism(IntellectualandSocial)

18.IntellectualCuriosity

19.Urgency

20.ConfidenceincludesAssertiveness

21.RiskTaking

22.Optimism

23.OpennesstoChangeFlexibility

Note:SeeOtherSide

SalesProcessSkills

7. PreProspecting

8. Prospecting&Qualifying

9. Pitching10. Closing&Negotiation

11. Service&FollowUp

Thekeytoassessingacandidatessalesprocessskillsistofirst

understandthedaytodaydutiesofthepositionthatthecandidateis

considering.Whilesuccessinsomerolesisdependentontheabilityto

prospectandcoldcall,successinotherpositionsisdependentonnegotiationandclosingskills.Candidatesareevaluatedontheirprocess

specificskillssothattheycanbeplacedinpositionswheretheirskills

alignwiththespecificdaytodayjobfunctions.

EnvironmentCompatibilityTraitsareasetofcandidatepreferencesand

aptitudesthatmustbematchedtothehiringcompanysculture,

infrastructure,environment,andsalesprocess.

Eachpreferenceoraptitudemustbeanalyzedagainsttherequirements

ofthepositionforwhichthecandidateisbeingmatchedtoinorderto

ensuresalescompatibility.

EnvironmentCompatibilityTraits

12. NeedforStructure/Autonomy

13. OrganizationalHabits&AttentiontoDetail

14. TeamOrientation

15. ProblemSolving (JudgmentandAbilitytoLearnQuickly)

16. BusinessAcumen

Product&ValueProposition

24.ProductExperienceandKnowledge

25.ValuePropositionArticulation

26.TechnicalComplexityAptitude

Thecandidatesprovenabilitytosellcomplexproductsmustbealigned

withthecompanysproductofferingandassociatedsellingneeds,

includingproductsinvolvingadvancedtechnologies,complexconfiguration,oresotericvaluepropositions.

27.IndustryExperience

28.OccupationalExperience

29.SalesPace&Cycle

30.BuyerOrganizationComplexity

31.RelationshipDynamics

32.ExecutiveRapport(AKA:ExecutivePresence)

Buyer&RelationshipDynamics

Similartoproductspecificskills,thecandidatespastexperienceand

demonstratedabilitytoselltobuyersingivenindustries,occupations,

roles,andlevelsofsenioritymustbealignedwiththehiringfirms

customersandtheirbuyingprocess.

8/14/2019 The 32 Dimensions of Sales Compatibility

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Copyright2009UrgentCareer:BetterCareerMatchingThroughTechnology 2

1.DriveandM

otivation

24.Product

Experience

27.Indu

stry

Exp

erie

nce

2.Relatio

nshi

pBuildin

g

3.Persuasiveness

4.Com

municatio

nSkills

5.Abilit

yto

HandleRejectio

n

6.Empath

y

12.Needfo

rSt

ructure/A

utono

my

13.Organizatio

nal

Habits

&Att

ention

toDetail

14.Team

Orientation

15.Probl

emSolvin

g,Jud

gment,

&Ability

toLe

arn

16.Busin

essAcumen

25.Value

Propositio

nArtic

ulation

26.Technical

Com

plexity

Aptitu

de

28.Occupation

alExp

erie

nce

29.Sales

Pace&

Cycle

30.Buye

rO

rganizatio

nCo

mplexity

31.Relatio

nship

Dyn

amics

QuickGuide:32DimensionsofSalesCompatibility

TheGoldilocksTraitsBewareofExtremes:

Hint:TheGoldilockstraitsshouldnotdrivethematchingprocessunlessthetraitisintheextreme.

PushoverResponsiveUnyieldingOpennessToChange

AudaciousOptimisticPessimisticOptimism

RecklessBoldCautiousRiskTaking

ArrogantAssuredTimidConfidence

RushedDynamicPassiveUrgency

OverAnalyticalInquisitiveIndifferentIntellectualCuriosity

CynicalDiscerningGullibleSkepticism

TooMuchJustRightTooLittle

SalesProcessSkills:

SalesProcessactivitiesofteninclude,butarenotlimitedto:

17.

18.

19.

20.

21.

22.

23.

7.PreProspecting

IdentifyingTargets

ResearchingLeads

BuildingLists/Plans

TrackingActivity

PrioritizingTime

8.Prospecting/

Qualifying

InitialOutreach

ColdCalling

SchedulingMeetings

ArticulatingValue

9.Pitching

IdentifyingStakeholders

CreatingPresentations

Listening

UncoveringObjections

DevelopingSolutions

10.Closing/Negotiating

Consulting

Negotiating

Customizing

OvercomingObjections

Closing/OrderTaking

11.Service/FollowUp

SettingUpAccounts

CoordinatingTeam(s)

DeepeningRelationships

UpSelling

GeneratingReferrals

O=Thisintersectionisoftenimportant

inatypicalsalesprocess

UrgentCareerisrevolutionizingthewaytopperformingsalesprofessionalsarematchedwithrolesinhighgrowthcompanies.Ourpatent

pendingtechnologyenabledprocessdelivershighpotentialcandidatessuitedtoyourcompanysuniqueneeds.Moreatwww.UrgentCareer.com.

The6Core

SalesTraits

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Productand

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Service&FollowUpSkills

Closing&NegotiationSkills

PitchingSkills

Prospecting&QualifyingSkills

PreProspectingSkills

ActivityExpectations(SalesSkillsandBehaviorInteraction):

Foreachsellingactivity,itisimportanttounderstandtheinteractionofskills,aptitudes,andbehaviors.

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EnvironmentCompatibility

Traits

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BuyerandRelationship

Dynamics

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32.Exe

cutive

Rap

port