Commercial Sales
Typical Job Titles from this Job Family:
- Account Executive
- B to B Account Manager
- Channel Sales Partner
- Property Sales Manager
What do successful performers achieve?
They sell more products and services, securing more new accounts, keeping and expanding existing accounts, and reducing the cost of sales. They overcome threats to winning or growing business that come from the competition. For example, new offerings, strong sales representation, from bigger and more established competitors, or from internal purchase resistance such as, lack of urgency, scarcity of funds, and fear of failure.
Which of our Personal Job Fit factors work the best?
The Personal Job Fit reveals the top earners who want to spend most of their time prospecting for and selling to clients; people that work autonomously or with support specialists, or that occasionally checking with management on a unique sale; prefer compensation with a strong performance component, since they deliver sales results; and that sometimes work in a fast paced setting, with quotas or client imposed deadlines.
Which of our Test Scales work the best?
Top sellers score higher on our Sales scale. For long term repeat-purchase clients. They score high on our Customer Service scale. For complex solution sales, they score high on our Logic scale. Top sellers also score high on theProductive and Convincing scales from our Strengths Inventory.
Which of our Performance Competencies work the best?
Top Commercial Sales candidates tell confirmable stories of consistently closing difficult sales opportunities. They develop many of the right kinds of leads, build productive networks, proactively cross selling, and probe prospects tactfully to fully understand client needs.
Personal Fit Factors
Our Personal Job Fit assessment scores many factors including the following:
Performance Factors
Our Tests focus on the following Performance Factors
