When it comes to assessing a candidate's fit for sales, one size definitely does not fit all. Traits like assertiveness, criticism tolerance (ability to take a no), and resilience may be good enough to have when "getting past the gatekeeper"and "closing a sale" are the two most critical skills required. But selling complex products or differentiating a company's services from its competitors require consultative and relationship selling skills that many salespeople do not have. For example, transactional sales, especially those based on primarily on price, depend upon the ability to get people to accept your call, negotiate the best deal, and close quickly. More complex selling opportunities require extensive product knowledge, broad … [Read more...]