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Most of us have heard the expression "salespeople are born, not made". This saying fits with our experience in measuring temperament/behaviour patterns. Since our temperament is established fairly early on in our life, we would expect that our selling orientation would also be established, if not at birth, then shortly thereafter.
The McQuaig System identifies eight behavioural characteristics:
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|  Dominance/Acceptance
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| Sociability/Analytical Thinking |
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| Relaxation/Drive |
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| Compliance/Independence |
While we all have all eight of these characteristics in us, some of us have much more of some than we do of others. And it is the predominance of certain characteristics in us which predicts how we behave on the job.
The research that we have done with people in competitive sales roles over the past three decades has confirmed that there is a solid correlation between sales success and strong Dominance, Drive and Independence.
So how might the profiles of salespeople of the present differ from those of the more traditional salesperson – the one who knocks on a lot of doors and knows that it takes one hundred "no’s" to get one "yes".
Let’s take a look at some typical sales profiles we see in the marketplace and discuss how they do things differently.
- Generalists
- Enthusiasts
- Pioneers
- Cooperators
- Administrators
SpecialistsGENERALIST SUMMARY:
This profile is typical of many top managers and supervisors as well as of people who do exceptionally well in tough production or new business development roles.
Extremely competitive, ambitious and goal oriented.
Welcomes responsibility and authority (high Do).
Very restless and energetic, with a lot of drive and sense of urgency to get things done. Likes variety and works well under pressure (low Re).
Very independent, persistent and decisive, wants to take charge and show initiative (low Co). Will be a good motivator and delegator (low Co, high So, high Do).
Sociable and outgoing, a good communicator and persuasive.
Understands people and enjoys selling ideas to them (high So).
Will need plenty of challenge and opportunity and is likely to be dissatisfied unless achieving goals (high Do).
Dislikes routine and detail although may be good at it (low Re, low Co).
Dislikes being closely supervised (low Co, high Do).
More oriented towards working with people than with ideas and methods (high So).
This profile is typical of many top managers and supervisors as well as of people who do exceptionally well in tough production or new business development roles.
However, s/he may lack a diplomatic approach at times.
Extremely competitive, ambitious and goal oriented, to the point of being aggressive (high Do).
Restless and energetic, has the drive and sense of urgency to get things done (low Re). Independent, persistent and decisive, wants to take charge and show initiative (low Co). Welcomes responsibility and authority (high Do, low Co).
Logical, analytical, practical and realistic, will base decisions on facts rather than feelings (low So).
Very direct and to the point, is likely to step on toes and hurt sensitive people's feelings (high Do, low So).
Needs constant challenge and opportunity on the job (Do over 80).
Dislikes routine and detail although may be good at it (low Re, low Co) and will resent being closely supervised (high Do, low Co).
Although this individual does not have a strong sense of urgency or a specifically people oriented approach, this profile is representative of many good managers and supervisors as well as of people who do very well in difficult production or new business development roles.
POTENTIAL ASSETS:
Very competitive, ambitious and goal-oriented, welcomes responsibility and authority (high Do). Independent, strong minded and persistent.
Wants to take charge and show initiative (low Co).
Logical, analytical and practical, makes decisions on facts, rather than emotions (low So). Basically relaxed, patient, steady, consistent and reliable. Can adjust to routine work (high Re).
POTENTIAL LIMITATIONS:
Wants challenge and opportunity for advancement (high Do).
More oriented towards ideas and methods than people, may hurt sensitive people's feelings at times (high Do, low So).
Will dislike being closely supervised (low Co).
Tends to dislike pressure and deadlines although can work to them (high Re).
Basically a specialist, this individual would be best as an expert in a support role where steadiness, logical thinking and attention to detail are required.
Very conscientious and co-operative, follows rules, procedures and policies carefully.
Very thorough with detail (high Co).
Very cautious, deliberate, peaceful, a good team player, avoids trouble with people
(Low Do).
Relaxed, patient and consistent, steady, reliable and likes routine (high Re).
Logical, analytical and work oriented, making decisions on facts, rather than emotions (Low So).
Not competitive or independent, will not want responsibility for unusual or difficult decisions outside own area of expertise (high Co) or for supervising others (low Do).
Relaxed and easy going, will dislike pressure and deadlines (high Re).
More oriented towards ideas and methods than people (low So).
A good service, contact, public relations person, this individual would be best in a support role, working co-operatively with people.
Very thoughtful, considerate and peaceful
Works well under supervision and as part of a team (low Do).
Sociable and outgoing, understands people and likes helping them (high So).
Conscientious and co-operative, follows company rules and directions well
(high Co).
Somewhat relaxed, patient and easygoing, will be good with routine (high Re) and detail (high Co).
POTENTIAL LIMITATIONS:
Not competitive or independent, will not want responsibility for supervising others (low Do) or for unusual or difficult decisions outside own area of expertise (high Co).
More oriented towards working with people than with ideas and methods (high So).
Tends to dislike pressure and deadlines although can work to them (high Re).
A good service, contact, public relations person, this individual would be best in a support role, working enthusiastically with people.
Very sociable, outgoing, a good communicator who likes helping people (high So).
Restless and energetic, works well under pressure, can adjust to change and push self for results (low Re).
Tends to be conscientious and co-operative, following company rules and directions well (high Co).
Somewhat thoughtful, considerate and diplomatic (low Do, high So), works well under supervision and as part of a team (low Do).
More oriented towards working with people than ideas and methods (high So).
Needs variety and dislikes routine, although may be good at it (low Re).
Not strongly competitive (low Do) or independent (high Co), does not want responsibility for supervising others (low Do) or for unusual or difficult decisions outside own area of expertise (high Co).
