Technical Sales
Typical Job Titles from this Job Family:
- Pharmaceutical Sales Rep
- Channel Technical Sales Specialist
- Client Technical Specialist
- Product & Services Specialist
- Petroleum Products Sales Rep
What do successful performers achieve?
They achieve greater penetration of innovative technical solutions into new and existing target markets, sell more products and services, secure more new accounts, keep and expand existing accounts, and reduce the cost of sales. They overcome threats to winning or growing business that come from competitive technologies. For example, promises of breakthroughs by competitors, new competitive technologies, or strong sales representation from bigger and more established competitors. They relentlessly pursue opportunities where the superior value proposition delivered by their company’s technology makes delay or denial by a customer damaging to that customer’s best interests.
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, demonstrating technical value, and then closing opportunities; people that work autonomously or with adjacent solution support specialists to build a complete technical solution. People that enjoy keeping technically sharp by updating their knowledge and staying one step ahead or their regional competition. People that prefer compensation with a significant 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. They score high on our Logic scale. Top sellers also score high on the Productive 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 listen actively, respond to questions, confirming comprehension of the answer, and communicate technical content to non-technical customers or sales influencers. They develop many of the right kinds of leads, build productive networks, proactively cross sell, 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:
