·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

The “core” or primary style for a department manager would be Dominance (which consists of first three traits above). However, in order to achieve a good balance, this manager will also need to possess certain traits of Influence and Stability (the second and third group of behaviors).

The effective balance of these three styles will result in a person who takes charge and lets others know where chain of command lies. S/he will be capable of driving team toward desired results and of solving daily problems which inevitably occur.

However, your department manager, being a people-oriented person, will also be persuasive, capable of communicating “big vision” to his/her team and encouraging them to strive to reach company goals.

Finally, due to attributes found in Steadiness style, this manager will be fully equipped to organize and prepare records, reports, meetings and other necessary tasks that require a good deal of organization. S/he will be dependable and will easily adapt to ever-present changes that befall a department manager.

By matching characteristics that come naturally to an applicant with requirements of available position, you are well on your way to creating a perfect fit! Your company and your new department manager will both experience high levels of job satisfaction.

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