Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in individuals slated for revenue-generating positions within your company. "Growth Talent", such as sales, account executive, consultant, sales engineer, or other individuals responsible for top-line revenue growth. The SalesFit processes addresses the individual uniqueness of your organization and the candidate. The power of the methodology is its ability to ensure an objective understanding of where the candidate is a good fit within your company.

To find the right salesperson for your team, you must analyze the candidate within the following parameters:

Does the Individual's Purpose fit within Your Organization's Future?

An individual's purpose is comprised of their needs and personal vision. More importantly the factors that motivate them are the catalyst that fuels their quest to fulfill their purpose. Individual need for achievement and personal goals are analyzed within the context of the client company vision, organizational values, and organization goals. If the individual cannot find the inner motivation to help the organization attain its future goals and vision, then the ability to help the firm grow is hampered and the candidate would most likely not be a good fit.

Does the Individual's Character fit within the Your Organization's Culture?

The culture of the organization is identified as their team values, norms, and beliefs in how they seek to achieve their corporate (or team) future. The vision of the organization must be embraced by the individual. The Growth Talent profile for character is comprised of their personality traits (such as extraversion, openness, agreeableness, etc) and their emotional intelligence. Finally, a person's beliefs and ethical mindset must fit within the culture of the firm where they will work. Our research and experience has shown that the "character to culture" component is the number one reason why Growth Talent succeeds or fails in fitting in and having an impact to their new organization.

Does the Individual's Ability fit within the Your Organization's Selling System?

A key component of competence, the candidate's abilities to perform are based on their knowledge of their position requirements as well as their capacity to perform the necessary work. For Growth Talent positions, these abilities could include the ability to understand where the future customer is in their buying process as well as what type of buying style they are using. Abilities are also comprised of the underlying knowledge needed to succeed. The nine knowledge areas outlined by the United Professional Sales Association serve as a guideline for understanding the knowledge needed for Growth Talent. Different types of knowledge are needed for different types of sales environments and sales processes. As an example, the knowledge needed to sell into the federal government is different then the knowledge needed to sell commercially.

Does the Individual's Skill fit within the Your Organization's Business Model?

Both the individual's skill and the business outputs are assessed through past experience and track record. Past performance is important to determine applicable skill of the individual as well as the viability of the company.

Brian is the Chairman and Founder of the the United Professional Sales Association (UPSA). UPSA is a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Brian has authored the world's first universal selling standards and open-source selling framework for free distribution. This 'Compendium of Professional Selling' containing the commonly accepted and universally functional knowledge that all sales professionals possess. The open-source selling standards have been downloaded in 16 countries by over 300 people. Over 30 people have made contributions.

Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession.

Find out about the membership organization and understand the processes and framework of professional selling at the UPSA Website at http://www.upsa-intl.org. Find out more about Brian at: http://ezinearticles.com/?expert_bio=Brian _Lambert

---

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

The Achilles Heel of Management Coaching

While heading home at day's end, you begin reflecting on... Read More

How To Become A Better Sales Manager

YIPPEE! Kendra won, or should I say, "She was hired,"... Read More

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

Promoting Your Private Label at Industry Trade Shows

So everyone thought you were crazy when you announced 6... Read More

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail

In a classic business-to-business print ad from the late 50's... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program... Read More

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You've probably heard of focus groups. It's a tool that... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is... Read More

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express... Read More

How to Sell Strategically

If you want to maximize your sales performance, take a... Read More

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

Sales Forecasting For New Businesses

Sales forecasting is the process of organizing and analysing information... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Sales Competence Isn?t About Quota Performance!

Compounding the problem are two myths regarding measures of competency... Read More

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More