For many years as a sales manager, I would only hire the stereotypical sales representative. You know the typeon a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few people skills, Id always recruit the ten. As an advisor to businesses and professional service firms on how to build an effective sales team, I would also council my clients to hire tens. Big mistake!
Pareto’s principle (the 80/20 Rule) is vividly illustrated in most industries by the fact that 80 percent of the sales are closed by only 20 percent of the sales professionals. After 24 years of working with literally thousands of sales representatives and service industry professionals as an advisor, trainer and coach, I have learned an important truth–that the ten personality is rarely found in the ranks of the top 20 percent of the sales professionals who produce 80 percent of the sales. For this reason alone, I now hire candidates that fall about a six on the personality continuum and I council my clients to do the same.
Why hire a six? Because the six personality...
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