Are You a Hunter or a Farmer? -
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"We are often asked, "Isn't the main criteria for a successful salesperson their personality?" This comes from the general feeling that to be good at sales, you either have "it" or you don't. The truth is, successful sales is not ALL about personality (experience, skills, subject matter knowledge, and process also play important roles) but it is a contributing factor. And, when looking at personality there is more than just the "it" factor to consider. The better determination, as to whether you have the right person in a sales role, is matching the right PERSONALITY with the right ROLE."
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