Greig asks

What creates the best IT Sales People? Behaviors, Experience, Education etc? If you were to hire someone for this the role of IT Sales what would their profile be?

Hi Greig,

There are certain characteristics that are important to success in any job and relate very highly to success. For example, research has clearly shown that scores on cognitive ability tests (problem-solving, intelligence, etc.) correlate very well with one’s ability to learn, solve problems, benefit from training, and adapt to change and greater responsibility. Also, a high level of conscientiousness, as assessed in a behavioural styles instrument, relates well to success in any job.

So, your profile should include:

• Cognitive abilities.
• Conscientiousness.

Next, consider competencies that are important to success in sales. For example, we've just recently developed a screening and evaluation program for sales representatives and have uncovered the following key competencies for that role:

• Problem-Solving
• Verbal Communication
• Project Management
• Social Confidence / Persuasion
• Client Service and Support
• Resiliency
• Managing Change.

Finally, think about the qualities that are specifically important to performance in technical sales. I would imagine that this includes a certain level of knowledge in a specific technical area or, at the very least, the ability to quickly assimilate and communicate technical information.

I would be happy to talk to you about running your candidates through the Hire Insight assessment process. Feel free to drop me a note if interested.

All the best,

Chad Hayward

Assessment Director
Hire Insight Group
www.hireinsightgroup.com

PS. Research has also shown that experience and education, as outlined on a resume, are only slightly better than flipping a coin to predict success, unless they are considered along with cognitive ability. They should play only a small part in your profile.