A test to measure your potential as a successful sales person
By Gerald Sherman
In my last column, I discussed specific character traits and behavior patterns that I have found to be vital for success in sales. Here’s a test that you can use to evaluate your own success or that of your current or prospective sales people. However, other factors do enter into the equation, such as a person’s passion for sales and their ability to get along with people.
This is a brief rundown of some of the characteristics to look for:
Empathy — Putting yourself in the other person’s shoes.
Ego Drive – Success driven and the ability to bounce back from failure.
Appearance – Dress for success!
Assertiveness – Enterprising, a go getter
Integrity – Being ethical and telling it like it is!
Creativity – Finding a new way or better way to do the job.
Emotional Maturity – Never taking it personally.
So let’s evaluate your potential:
This exercise was devised to identify the qualifications of candidates for sales positions. How do you rate against others in necessary selling characteristics? By rating yourself honestly on each of the criteria, you will gain an awareness of how you compare with successful practicing salespeople. In short, you will know whether a position in sales is right for you.
To the right of each characteristic place a number which you feel best reflects the degree to which you possess each of these characteristics. Use the following scale:
5—possess to an extreme degree
4—possess to own satisfaction
3—possess to some extent
2—possess an insufficient amount
1—don’t possess at all
1. Empathy—– (x5) = _____
2. Ego Drive— (x4) = _____
3. Appearance— (x 1) = _____
4. Assertiveness— (x 4) = _____
5. Integrity— (x 3) = _____
6. Creativity— (x 2) = _____
7. Emotional Maturity ( x 1) = _____
Total _______
To determine your score:
(1) Multiply your rating for each characteristic by the weighing factor alongside it in parentheses;
(2) Add the resulting products to obtain your total Score. Apply the following ratings to your score;
90—100 = excellent sales potential
80—90 = good sales potential; some improvement needed
70—80 = satisfactory potential; need improvement through practice
Under 70 = does not show adequate potential; needs considerate amount of work to master the selling process
So there you have it! If you rate 70 and over you have the potential of being successful in the selling profession.
Excerpts from the book, WOMANPOWER IN TEXTILE & APPAREL SALES, Jerry Sherman & Eric Hertz, Fairchild Publications, N.Y.
Gerald J. Sherman of Sherman & Perlman LLC, Marketing is a Boca Raton-based marketing consultant and marketing coach has written several books and articles on these subjects. http://www.shermanperlman.com
