SALES TEMPERAMENT ASSESSMENT GUIDE

Transcription

1 SALES TEMPERAMENT ASSESSMENT GUIDE 18 selling styles the An overview of the 18 Selling Styles as Identified by the Sales Temperament Assessment THE SALES TEMPERAMENT ASSESSMENT

2 THE 18 SELLING STYLES 1 ABOUT THIS GUIDE The purpose of this document is to: 1. Provide a very brief description of the 18 selling styles identified by the Sales Temperament Assessment. 2. Indicate the primary and secondary sales types Hunter, Farmer, Shopkeeper, Repairman and Handyman for each selling style. See the descriptions starting on Page 3. SELLING STYLES The Sales Temperament Assessment identifies 18 different temperament styles, 17 of which are suited for sales of one kind or another, and one style that generally doesn t do well unless the person has a great deal of desire and determination. SALES TYPES There are four broad categories of salespeople. Proactive salespeople tend to fall into one of two categories Hunters or Farmers. Reactive or passive salespeople fall into the other two categories Shopkeepers or Repairmen. There is a fifth category the Handyman who is handy to have around but who usually doesn t do well in a sales role.

3 THE 18 SELLING STYLES 2 PRIMARY V. SECONDARY SALES TYPES As one might expect, most salespeople will spend the majority of their time operating in their primary sales mode or type. A person s secondary sales type is a type of selling that he or she can do but is not particularly inclined to unless the person has good reason to move out of his or her primary comfort zone. When a particular selling style doesn t have a secondary sales type associated with it, it means that the person is unlikely to easily change the way he or she sells regardless of motivation. Here s a brief overview of the five sales types: Hunter: Hunters thrive on seeking out new opportunities, opening new doors and looking for the next opportunity. Farmer: Farmers thrive on nurturing and maintaining accounts or opportunities. They are well-suited for developing long-term business from existing accounts. Shopkeeper: The Shopkeeper has a pleasant personality and delights in helping people. They work best in retail or inside sales positions. Repairman: The Repairman is usually technical by nature and, while helpful as a technical resource, rarely succeeds as a salesperon. Handyman: The Handyman is usually a very nice person who enjoys helping people but has a non-sales personality and very rarely succeeds in sales.

4 THE 18 SELLING STYLES 3 SELLING STYLE PRIMARY SECONDARY 1RELATIONSHIP OR CONSULTATIVE Generally considered one of the more acceptable and successful types, adjusts well to most selling situations 2VERSATILE, RELATIONSHIP OR CONSULTATIVE Exhibits the ability to adjust between the Relationship or Consultative style (1) and Proactive selling style (3), with a preference for the Relationship or Consultative style 3PROACTIVE Most associated with entrepreneurs and others who exhibit strong drive, often quite competitive. The best will be able to adjust between this style and the Relationship/Consultative styles 4VERSATILE PROACTIVE Exhibits the ability to adjust between the Proactive Style (3) and the Relationship/Consulatative selling style (1) with a preference for the Proactive style

5 THE 18 SELLING STYLES 4 SELLING STYLE PRIMARY SECONDARY 5 6 VERY PROACTIVE Strong competitive drive that is tempered by an outgoing personality HIGHLY PROACTIVE Strong competitive drive that is tempered by an outgoing personality 7CLOSING More comfortable with the one-call sale than with developing long-term relationships. Often very competitive and work better on their own rather than with a team. Ideal for seeking out new business and pioneering new product/concept ideas 8AGGRESSIVE Highly-focused, hard-driving selling style best suited for the one-call sale where, if the prospect walks, the sale is lost. Works better on their own than as part of a team 9PASSIVE RETAIL Best suited for retail sales, inbound tele-marketing, customer support, inside sales, etc. where the salesperson takes a minimal or passive role in the buying/selling decision LONE LONE SHOPKEEPER

6 THE 18 SELLING STYLES 5 SELLING STYLE PRIMARY SECONDARY 10 PROACTIVE RETAIL Best suited for retail sales, inbound tele-marketing, customer support, inside sales, etc. where the salesperson takes an active role in the buying/ selling decision 11 RELAXED Competitive but exhibits a somewhat laid-back approach to selling, most successful when working under competent sales management direction, usually prefer to handle sales with a short buying cycle 12 EASYGOING Competitive but does not exhibit a sense of urgency, most successful when working under competent sales management direction, usually prefer to handle sales with a short buying cycle 13 Generally very well-liked, best suited for maintaining existing business, need to be cautious about spending too much time socializing with clients. SHOPKEEPER RELAXED EASY-GOING

7 THE 18 SELLING STYLES 6 SELLING STYLE PRIMARY SECONDARY 14 VERY Generally very well-liked, best suited for maintaining existing business, likely to spend too much time socializing with clients 15 HIGHLY Generally very well-liked, spend far too much time socializing with clients 16 EXTREMELY Generally very well-liked but are highly-inclined to waste people s time with excessive socializing 17 CONGENIAL Generally very pleasant and well-liked but are not suited for sales because of their desire to be liked, have difficulty handling objections and closing sales 18 NON-SALES Not well-suited for sales and only succeed through a great deal of personal drive and desire. SHOPKEEPER SHOPKEEPER HANDYMAN

8 THE 18 SELLING STYLES 7 ADDITIONAL GUIDES QUICK-READING THE STA REPORT This document shows you how to speed read the Sales Temperament Assessment to quickly find the information you need to help with your hiring decision. TEMPERAMENT V. SUITABILITY These are the two factors that go into making the overall assessment portion of the Sales Temperament Assessment. This document explains the relevence and relationship between the two parameters and summarizes what you should be watching for. THE INVALID REPORT Every so often probably less than 1 percent of the time an invalid STA report is produced on a candidate. An invalid report isn t all bad. This guide will help you interpret the results and use the information. BENCHMARKING THE SALES TEAM This document provides a simple, yet effective, method of benchmarking your sales team and developing minimum criteria. Conducting a self-validation will also build and establish increased trust in the results of the Sales Temperament Assessment.

9 THE 18 SELLING STYLES 8 turn the art of selling into a science Callidus Sales Selector is a self-service SaaS-based solution that delivers a unique combination of online video interviewing, assessment testing, and team benchmarking designed to enable sales managers to rapidly evaluate candidates based on selling technique, sales temperament, and proven performance.. callidussoftware.com info@callidussoftware.com This patent applied for combination enables sales managers to effectively and quickly gain a 360-degree view of candidates in terms of their temperament, experience, and how they compare to the existing team of the hiring manager, in a single console. The solution accelerates the sales hiring process, so managers can rapidly interview more sales candidates, while reducing the risk of costly mistakes. Sales Selector is delivered as part of Callidus Cloud 100% multi-tenant SaaS infrastructure. The solution is designed from the ground up to be rapid and easy to use, requiring no hardware or software to install, and no training.