Better Sales – Managing Different Styles – High-I

The I score is about ability to communicate with others. Top salespeople nearly always are High-I.

High-I salespeople have the ability to adjust their communication to match the  style of the person they are communicating with. (Although it doesn’t mean that the High-I can speak French to a Frenchman, but if they can’t speak French they’ll figure out how to get their message through despite the language deficit.)

In the hiring process, it is key to make sure that the applicant is not only a High-I because that alone will not make a good salesperson. Many sales managers have been fooled into thinking that just because the applicant is a good communicator High-I, that is all that is needed to be a good salesperson – and it simply is not so! The results from the ValuesMatrix™ are critical here. (See the AHS Member Area for more information on this critical distinction.)

High-I’s are fun to be around. The High-I is great at ad-libbing. The High-I is optimistic by nature. They believe the impossible can be done. .They are charming and charismatic.

High-I’s need to be liked. They, as well like, to like others –usually they are fairly non-discriminating here. This can cause them to trust others where trust is not warranted.

Checklists are handy things. Professionals use checklists.

Pilots are big on checklists. Check out the cool video here

I’ve prepared a list of things not to do when hiring salespeople.

In 2003, when our company’s growth got us to 200 salespeople very quickly, I realized we were way too focused on training. We needed to fix our sales hiring.

Hopefully becoming more aware of these pitfalls will help you to be a better sales manager for 2010.

1. Not constantly looking for sales talent.

If you don’t have a folder in your Outlook of applicants you’ve talked to who show promise, you’re missing out on a key way to build – over time, a better team.

2) Only running the sales hiring process when you need a salesperson.

Someone quits and you start scrambling. Related to number 1, but this is only one dimension of the benefit. You’ll laugh at “sales hiring crunch worries” forever.

3) Running ads that attract the wrong personality style.

If you want a hoot, open up any job board and look at the ads for salespeople. Most of them say to me, “No top sales performers need to apply.” They look like ads written by people who hate sales and salespeople.

4) Not marketing your company’s sales position.

Your sales team is your company’s lifeblood. Really. Great product. A lousy sales team means disaster.

Hopefully, this will get you started. I’ll post some more later, but I’ve got to run to a meeting…

Better Sales – Managing Different Styles The High-S

High-S behavior is staying in one physical location for extended periods of time. High-S’s make good accounting managers and receptionists since their work requires they stay in the same physical location for extended periods of time.

The High-S is possibly a good inside salesperson PROVIDED that other criteria are met. This is discussed in the Member Area of the Advanced Hiring System website. In general, though, we recommend you stay away from High-S in salespeople.

If you’ve ever hired a salesperson who looked good, smelled good and everything seemed right with them in the interview, but they never left the office, you hired a High-S.

Many sales managers think they can train people to change their behavior. Be extremely cautious when you find this thought creeping into your head – especially with High-S’s.

When I was a young sales guy, I remember my Sales Manager going through the office at 10:00 am clapping his hands saying, “OK everyone out of the office.” He was trying to fix the High-S hirers he had made by getting them out. It was an exercise in futility as those High-S’s just go home or to their favorite coffee show.

Think back to the time you’ve hired a salesperson who you thought was spending a long time learning about the product at their desk. Did they really ever succeed? In the overwhelming majority of cases they failed.

Outside sales is Low-S behavior. It requires a personality style that enjoys going to different places – which is what is required to make sales calls.