Category Archives: StrengthsFinder

The strengths Interview four-step process from ‘First, Break All the Rules’

Here’s ‘The Art of Interviewing for Talent’ four-step process from First, Break All the Rules by Marcus Buckingham and Curt Coffman. Make sure the talent interview stands alone. The purpose is to see if the candidate’s recurring patterns of thought, feeling, and behavior match the job. Ask a few open-ended questions and then keep quiet. Let him reveal himself by the choices he makes. What does he enjoy most about selling? How closely does he think people should be supervised? Listen for specifics. Ask him to tell you about the time when he closed a major deal. If the behavior is recurring, he can answer specifically off the top of his head. Clues to talent. There may be an inclination towards certain activities. Two things to notice: – Rapid learning. Does she take to public speaking like a born leader? – Satisfaction. Does he get his kicks from balancing the balance sheet? Know what to listen for. “I love it when…” Take note of what the employee says and after hiring, return to see if that person performed consistently with their original statements. Learn more: StrengthsFinder – Gallup’s online assessment of unique top five strengths. Learn your team’s strengths and learn how to put them into action.

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What strengths are useful for a salesperson?

Q: What strengths are useful for a salesperson? What would you say are the strengths I’d want to see in their StrengthsFinder top 5 if recruiting for sales? A: It depends on what kind of sales person you want. What kind of salesperson do you need – is it WOO or is it RELATOR? These two strengths are two sides of the sales coin. Is it more important for this person to be able to win over new people, especially suspicious people? For example, telemarketing, cold calling requires people to love winning strangers over. That’s the WOO StrengthsFinder theme. And it helps to have POSITIVITY (upbeat enthusiasm) when dealing with meanness, rudeness and rejection. Or is it more important for that person to cultivate deep and long-lasting relationships with key clients? That’s where RELATOR comes into play. This person is adept at cultivating deep and close relationships. WOO is breadth, RELATOR is depth. That’s just two strengths. A case could be made for every one of the 34 StrengthsFinder strengths being perfect for some aspect of sales. It’s up to you to figure out what would be perfect for the type of sales role you’re looking to fill. 34 are a lot to sift through though. There are two different categories of strengths that particularly relate to selling. What strengths category is most important to focus on for the role you’re trying to fill?

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