Hire A Six
Below is a MRR and PLR article in category Business -> subcategory Sales.
Hire a Six
Why You Should Hire a 'Six' Instead of a 'Ten' in Sales
Summary
Sales managers often prefer to hire highly charismatic individuals?"those they consider a 'ten' on a personality scale. However, it's more beneficial to hire a 'six.' While a 'ten' might seem appealing, they're frequently part of the 80% of sales professionals who account for only 20% of sales in the U.S.The Misconception of Hiring 'Tens'
For years, I believed in hiring the stereotypical outgoing salesperson?"a 'ten' on a personality scale from zero to ten, with zero being introverted. This mindset was a mistake.The 80/20 Rule (Pareto's principle) tells us that 80% of sales are made by just 20% of salespeople. After 24 years as a sales advisor and coach, I've seen that 'ten' personalities rarely excel in this top-performing group. That's why I now recommend hiring individuals who rate around a 'six.'
Why a 'Six' Might Be Your Best Hire
The 'six' personality is often less flashy but more effective. They're somewhat reserved but possess solid communication skills. Unlike 'tens,' they talk less and listen more, giving them an edge in understanding client needs.While they might lack the charm of a 'ten,' 'sixes' excel in handling the details of the sales process. They are organized, efficient, and better at prospecting and paperwork. This systematic approach enables them to consistently generate new leads and maximize productivity. In contrast, 'tens' often rely on charisma alone, neglecting these crucial tasks.
Building a Top-Performing Sales Team
To create a team of top producers, focus on 'sixes.' Although it's challenging to find these top 20% performers actively seeking new roles, hiring 'sixes' from the 80% group who display potential is a viable strategy. This topic deserves further exploration in another article.Conclusion
By focusing on hiring 'sixes,' you can break free from the constraints of the 80/20 rule and build a highly effective sales team.Best wishes for continued sales success!
For a discount on the "101 Sales Myths" manual, click [here](http://www.TheSellingEdge.com/myths1.htm).
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About the Author
Virden Thornton is the founder and President of The $elling Edge, Inc., specializing in sales, customer relations, and management training. His clients have included major corporations like Sears Optical, IBM, and Wal-Mart. He is an author and educator, teaching at Texas Tech University and Brigham Young University. You can reach him at Virden@TheSellingEdge.com.
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