There has been a great deal of research and discussion in the field of Industrial/Organizational Psychology on the topic of broad versus narrow traits in predicting outcomes. Our partner, GrowthPlay’s research has concluded that broad traits measured by instruments such as Big-5 personality, the 16PF or Myers Briggs can be useful for general self-awareness, team-building activities, and leader development. But broad characteristics like Extroversion and Ambition tell us surprisingly little about whether the person will excel in the sales competencies required to perform his or her job. It is more specific facets of behaviours that predict the outcomes that are truly important in employee selection and development efforts. Click here to read more.
Always Be Closing…With the Right Sales Competencies
Maud Botten - 20/02/2020 - 0 comments