The questionnaire documented the relative importance of various traits and characteristics in the performance of sales responsibilities. On this basis, seven behavioral and personality traits were documented as important requirements for effective job performance
Achievement Motivation - the internalization of high standards for performance and the preference for working on challenging or difficult tasks. Individuals who are highly motivated to achieve are ambitious and strive to accomplish something important. They are often highly competitive, and they place a priority on winning.
Ego Strength - resilience to criticism, rejection or failure. Individuals with high ego strength have a strong sense of self-worth and like themselves for who they are. Consequently they are able to maintain a positive attitude in the face of failure or rejection.
Energy - behaviors which are characterized by vigor, intensity and endurance. People with high energy level are able to sustain high activity levels for long periods of time. They are not easily fatigued, and they are happiest when they are "on the go."
Enterprise - the preference for adventurous activities and willingness to take risks that will pay off in a materialistic sense. Enterprising people enjoy working in a competitive business environment where success results in the attainment of power, status and wealth.
Persuasiveness - the need to verbally express oneself with the intent of influencing the behaviors or decisions of others. Highly persuasive individuals gain personal satisfaction and a sense of accomplishment from influencing, controlling or dominating others.
Self Confidence - the willingness to take action based on the belief that effort will produce desired outcomes. Individuals with a high level of self confidence approach tasks with the belief that their abilities and drive are well matched to the task.
Sociability - the preference for interacting with people during work and recreation. Highly sociable people gain satisfaction from relationships; they are friendly, outgoing, articulate and socially at ease.
Research has shown that the seven characteristics are highly inter-correlated. Analysis with the current instrument shows the items demonstrated a high level of internal consistency. They were judged to cluster around a single factor: sales aptitude. On this basis, the Sales Aptitude Test produces a single score which has been shown to predict successful sales performance in a variety of industries.
Based on the above traits, sales aptitude is characterized by a tough-minded social confidence, a competitive ambition, a need to persuade and influence others and a high level of energy and industry. |
