This training program presents a methodology to define and describe the unique behavioral requirements of a specific sales position and the unique behavioral characteristics of the person who would best fit the job description. The methodology also allows matching salespeople to the behavioral needs of the customer.
No two sales positions are alike, nor are there ideal profiles for salespeople in general. Sales success is driven by the:
- Community in which the salesperson sells
- Expectations of the organization for which he/she sells
- Direction and support given by the sales manager
How we conduct the presentation:
Using Discus as a Guide to Hiring Salespeople is a highly interactive presentation. During the presentation, participants will use DiscUs methodology to:
- Create behavioral job descriptions for a sales position from each of their own perspectives
- Create behavioral job descriptions for a sales position from the customer's perspective
- Compare and contrast their perceptions of the position
- Match their individual behavioral profiles (the profiles are created as pre-work) to the position description to determine how well each might fit the role
- Use the job match to determine the developmental needs that each might need to be most successful in that position
- Create a relationship report of a sample candidate to each of the participants to see what would happen if the participant were to be that person's sales manager
- Determine how the "sales manager" would have to adapt to ensure the success of the new salesperson
