“Know the strengths of each person you hire.”— Peter Drucker
Is your sales staff made up of order-takers or lead generators? While these two groups share many of the same characteristics, lead generators have two traits that order-takers usually lack: resilience and self-reliance. Furthermore, research shows that the issue cannot be resolved with training. A 16-month longitudinal study found that no amount of knowledge, training, time or experience will enable an individual without sales talent to perform at the same level as someone with sales success character traits. The only true solution is to hire individuals who have the inherent personality characteristics needed to be successful producers.