That’s a lot to ask of one person. A sales manager must be analytical but creative… quality conscious but people-oriented. A bundle of contradictions!

The DISC Behavioral Model can offer exceptional insights into behavioral styles that would help a person to accomplish all requirements of this position. According to DISC, a combination of Influence and Dominance behavioral traits would work best. Therefore your applicant must be:

·socially and verbally aggressive ·optimistic ·good persuaders ·visionaries of big picture ·people-oriented ·team-oriented

And:

·problem solvers ·results-driven ·positive ·powerful and authoritative ·lovers of a challenge

When you combine two core styles of Influence and Dominance you come up with a person who can sell, support others as they sell, define solutions for selling, motivate and push salespeople, work with individuals or teams, seek out new opportunities, set and accomplish goals, and portray power and authority to handle managerial tasks as needed.

Be careful! While a person with a singular, strong core style in Dominance might be considered for a sales manager’s position; it is important to note that, without addition of high Influence, they might appear overbearing, controlling and domineering. These attributes would certainly have an opposite effect and diminish sales team rather than enhance it.

Using DISC Model, you can find a person with proper balance of Influence and Dominance. Something that is extremely important for success of sales department and your business as a whole.

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

Influence social and verbal aggressiveness optimism good persuasion skills vision of big picture

Steadiness people-orientedloyal to those they identify with good listener patient and empathetic likes a team environment long service is deemed important

A combination of Influence and Steadiness make for excellent customer service reps because they focus on people, they are good listeners and communicators, positive and patient.

Also, this combination of styles lends itself to people who like to continually work in a stable environment, appreciate security of being located in an office and receiving a steady paycheck; but also like challenge and excitement of dealing with new people on a regular basis.

In order to hire customer service reps that are a “perfect fit”, you need to locate those who have these attributes. To do so, look for following “clues” to their behavioral style which might show up during your interview:

Influence – wears designer label clothes, enjoys personal development activities, likes magazines such as People, Inc., Success and Psychology Today.

Steadiness – casual dresser, likes group activities, enjoys magazines such as Reader’s Digest, National Geographic and Better Homes & Gardens.

Creating a good match between your new hire and position will help to achieve loyalty, longevity and job satisfaction for both employee and your business.

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