If you’re looking for an employee on the front lines of your business (salespeople, customer service, etc), you might have this image of an outgoing, gregarious individual. Or maybe you picture the aggressive (pushy?) self-confident types, who relentlessly drive sales results.
Well, I hate to break it to you, but you (and pop culture) are wrong – these types are actually the worst choices for your front lines. So if you’re targeting only these types during your hiring process, odds are you’re only hurting your sales success. Here’s why.
A study from the Harvard Business Review found that effective salespeople do not necessarily exhibit a particular personality type – extroverted, introverted, etc. The study focuses instead on seven “skills related to sales success.” For example, “The Socializer,” the outgoing type most people think makes for an effective salesperson, is “the worst-performing when it comes to making the sale.” How can…
View original post 684 more words