Before getting to the answer, do you consider yourself a top performer?
Regardless of whether your answer is yes or no, think about this question: what is it about your personality that favors your performance?
The beginning of the understanding of the personality of a top performer is given by the self-knowledge of your personality. This happens due to the simple fact that, it is the characteristics of the behavioral profile that shape a unique style of sales.
Okay. But, why is self-knowledge so important to a sales rep?
A survey conducted by Harvard Business Review on the personality traits of good negotiators identified a high level of IQ (intelligence quotient) and EQ (emotional quotient) present. However, the most interesting thing is that for both of them to be at this high level, something in common was found: self-awareness.
The “magic” happens when you use each strength, characteristic and strategy that makes up your personality in favor of your sales performance. That is, to be a top performer you just need to be authentic. It couldn’t be better, could it?
Nice. There is just one thing: do you know yourself well enough to have mastery of who you are and use that during your negotiations with customers?
Understand who you are and how you sell
It is very common that most people do not know each other deeply, in the context of sales this reality is not very different. That is why we have studied in depth how to contribute to the performance of sales reps who want to become a top performer and highlight their career.
After much study, we developed HumanTrends, a specific personality test to identify sales styles based on the sales rep’s personality.
The theory that gave a scientific basis to our assessment was coined by William Moulton Marston, who stated that each personality is composed of four elements (Dominance, Influence, Steadiness, and Conscientiousness).
How HumanTrends can help you sell more and better
After answering the test questionnaire frankly, the analysis of the responses is done automatically so that you immediately have access to the personalized results report and can finally understand who you are.
This is due to the structure specially formulated for an easy interpretation of your personality.
Understand the composition of the report:
By combining the intensities present in each element of the personality, HumanTrends identifies its sales style.
Do you have an idea of what your style might be:
Achiever, Agent, Appraiser, Counselor, Creative, Developer, Inspirational, Investigator, Objective Thinker, Perfectionist, Persuader, Practitioner, Promoter, Result Oriented, or Specialist?
Each of the styles has specific sales forces due to the intensity of the elements (DISC), they can be:
- Displaying competency;
- Ensuring quality;
- Getting results;
- Emphasizing dependability;
- Showing sincerity;
- Developing relationships;
- Generating enthusiasm or
- Taking action.
Sales style characteristics
In addition to the strengths, HumanTrends also manages to identify the main characteristics of the sales style, they are the basis for your behavior in the face of different everyday situations.
Knowing these main characteristics, our assessment is able to inform what are your behavioral tendencies in sales strategies throughout the process:
- Initial contact;
Wow! By now you should have been able to understand that with HumanTrends your self-knowledge gains another meaning and power.
Best strategies for manage reps with this sales profile
Just as it is important for you to have all this knowledge and favor your performance, your leader can also contribute by knowing you deeply to manage your personality with the best you have.
With that in mind, in the full report, you will also find the best strategies for managing reps with your sales profile. By sharing with your leader, he will know the best ways to develop, motivate, recognize, train, among others.
If I may, I have one more tip: Encourage your manager to apply the concept of People Analytics to your sales team and you will have a manager even more prepared and engaged to promote your and your colleagues’ growth.
And now? Are you ready to meet the personality of a top performer?
Then, give us your feedback on this experience and share it with your colleagues, so you can grow together.