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·impulsiveness ·unrealistic in appraising people ·lack of attention to detail ·disorganized

This means that your many of your sales reps will need some sort of assistance with follow-through and organization. As team-oriented people, they almost expect that there will be someone else to take over tasks they are not well prepared to handle.

Their behavior lends itself to new adventures, taking risks, people and freedom. Those high in Influence and Dominance will not do well with excessive rules or regulations, or in companies who tend to limit their mobility.

When interviewing to fill a sales representative position, look for those people who show a genuine love of people, who are able to build a relationship with clients, who are team oriented, who can take charge and solve client problems, and who are positive but authoritative.

These are core behavioral aspects that will help new hire relate to people well, become a trusted liaison between your company and client, develop new solutions to assist customers and achieve sales results you’re looking for.

Kathi Graham-Leviss is Certified Coach and Behavioral Analyst who assists companies with defining and developing their Human Resource practices. Visit her Web site today for additional information on the 4-Step Hiring Process and DISC Behavioral Assessments. http://www.xbcoaching.com