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Tag : salesperson

Hire A-Minus Sales People

All the way back in 1964, David Mayer and Herbert M. Greenberg reported the findings of their research on what makes “the best salesmen” in the Harvard Business Review.

They correlated sales performance with personality test results and identified two key factors. The first – Ability to Feel — was essentially empathy, the capacity to sense what the sales prospect was feeling. The second trait – Need to Conquer – was the drive to close the sale, not just for money’s sake but because their egos absolutely required it. (more…)