- April 11, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This appears to be happening more and more often. Sales Candidates, not even aware of their results, write letters to the HR Directors or Hiring Managers and expose all of their weaknesses. The weakness that always seem to drive this phenomenom is Need for Approval.
Here is Tom’s letter to the Hiring Manager. See if you can identify the Lack of Commitment, Poor Outlook, Excuse Making, and Need for Approval. To put these weaknesses in perspective, Neil had only 11% of the attributes of a closer, 50% of the attributes of a hunter yet 60% of the attributes of an account manager!
He wrote:
“I took this test earlier today. I was a bit surprised and some of the questions, so I fished around their web site. Frankly, I was a bit taken aback. Several of his comments such as “it works 98% of the time” (in Schwarzkopf piece) were nonsense or just self promotion. Others, like this page, http://www.objectivemanagement.com/personalities.htm are disrespectful. If that’s what he thinks of sales people, we have a real problem. Respect for the individual, either in sales or otherwise, is critical to most successful business and all sales pursuits. I don’t treat my clients that way, and I don’t want to be treated that way either. That being said, I know that we have spoken before and I have a positive feeling. I am also curious how I made out and although I question if [company name withheld] is the right place, please keep me in mind.”
Could you find the weaknesses? Comment below and tell me what you think!
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