Personality Styles Profile

Select and develop the best people based on their style

Managers who have access to new agents’ selling style and potential for success can:

• Identify individuals with the selling style that best fits your products and markets
• Tailor the recruiting message to include motivators typical of a particular style
• Develop an individualized training program that builds on the strengths of the candidate's selling style
• Coach and manage based on key communication preferences

The Personality Styles Profile measures key personality components of sales performance such as Achievement Orientation, Self Confidence, Leadership, Persuasiveness, Persistence, and Concern for Others. These individual component scores are then analyzed to describe the candidate in terms of three fundamental sales styles:

• Dynamic — Ambitious, competitive, and assertive; making the sale is key
• Analytic — Logical, methodical, and low-pressure; finding the best solution is key
• Interpersonal — Warm, friendly, and sincerely interested in other people; the personal relationship is key

By determining candidates' selling styles, you can better understand their likely approach to selling — from planning and prospecting to closing and follow-up — and what that means for coaching and managing. Each candidate report describes an applicant's primary selling style, likely sales behaviors, and key sales performance indicators.

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