Did you know that average turnover time for salespeople is only 6 months? Why? Because most don’t have correct behavioral style to do job effectively. That type of turnover costs your company a lot of time and money, and reduces your ability to serve your clients well.

I’m sure you’ve experienced working with some sales representatives that are – in actuality – too timid to effectively make presentations. You’ve also seen some who are overbearing, have poor people skills, and thus don’t relate well to others in this capacity.

When looking for successful salespeople, look for those who are extremely high in Influence with a balancing style of Dominance on DISC Behavioral Model. DISC is an indicator that qualifies individual’s behavioral styles. There are four core styles. Below are just a few descriptors for Influence and Dominance styles required of a successful sales representative.

For Influence, they are: social and verbal aggressiveness optimistic good persuaders visionaries of big picture people-oriented team-oriented

For Dominance, they are: solving problems driving for results positive powerful and authoritative