Quick
Guide:
32
Dimensions
of
Sales
Compatibility

This
quick
reference
guide
gives
an
overview
of
Urgent
Career’s
sales
assessment
and
compatibility
framework.
Candidates
are
assessed
based
on
32
unique
success
factors
and
then
matched
with
positions
where
they
are
most
compatible
and
have
the
highest
probability
of
success.
The
6
Core
Sales
Traits
1. Drive
and
Motivation
–
(Discipline
and
Goal
Orientation) The
6
Core
Sales
Traits
are
inherent
qualities
that
are
integral
to
sales
success,
regardless
of
process
or
environment.
Ideal
2. Ability
to
Build
Relationships
–
(Conflict
Resolution
and
Likeability)
candidates
embody
all
of
these
attributes.
3. Persuasiveness
–
includes
Listening
4. Communication
Skills
–
(Written,
Verbal,
and
Interpersonal) Of
the
6
Core
Sales
Traits,
it’s
most
important
to
understand
and
5. Ability
to
Handle
Rejection analyze
a
candidate’s
Drive
and
Motivation.
Drive
is
the
biggest
6. Empathy indicator
of
sales
success.

Sales
Process
Skills
The
key
to
assessing
a
candidate’s
sales
process
skills
is
to
first
7. Pre‐Prospecting understand
the
day‐to‐day
duties
of
the
position
that
the
candidate
is
8. Prospecting
&
Qualifying considering.
While
success
in
some
roles
is
dependent
on
the
ability
to
9. Pitching prospect
and
cold
call,
success
in
other
positions
is
dependent
on
10. Closing
&
Negotiation negotiation
and
closing
skills.
Candidates
are
evaluated
on
their
process‐
specific
skills
so
that
they
can
be
placed
in
positions
where
their
skills
11. Service
&
Follow‐Up align
with
the
specific
day‐to‐day
job
functions.
Note:
See
Other
Side

Environment
Compatibility
Traits
12. Need
for
Structure/Autonomy Environment
Compatibility
Traits
are
a
set
of
candidate
preferences
and
aptitudes
that
must
be
matched
to
the
hiring
company’s
culture,
13. Organizational
Habits
&
Attention
to
Detail
infrastructure,
environment,
and
sales
process.
14. Team
Orientation
15. Problem
Solving
–
(Judgment
and
Ability
to
Learn
Quickly) Each
preference
or
aptitude
must
be
analyzed
against
the
requirements
16. Business
Acumen of
the
position
for
which
the
candidate
is
being
matched
to
in
order
to
ensure
sales
compatibility.

The
‘Goldilocks’
Traits
17.
Naïveté,
Trust
&
Skepticism
–
(Intellectual
and
Social) ‘Goldilocks’
traits
are
crucial
for
success
in
any
sales
process,
but
too
18.
Intellectual
Curiosity much
or
too
little
of
any
can
forestall
or
preclude
sales
success.
19.
Urgency
While
the
Goldilocks
traits
are
an
integral
part
of
sales
compatibility,
it
is
20.
Confidence
–
includes
Assertiveness
important
to
not
put
too
much
emphasis
on
any
one
trait
and
always
21.
Risk
Taking consider
the
role
into
which
the
candidate
is
being
placed.
22.
Optimism
23.
Openness
to
Change
–
Flexibility Note:
See
Other
Side

Product
&
Value
Proposition
The
candidate’s
proven
ability
to
sell
complex
products
must
be
aligned
24.
Product
Experience
and
Knowledge
with
the
company’s
product
offering
and
associated
selling
needs,
25.
Value
Proposition
Articulation including
products
involving
advanced
technologies,
complex
26.
Technical
Complexity
Aptitude configuration,
or
esoteric
value
propositions.

Buyer
&
Relationship
Dynamics
27.
Industry
Experience
28.
Occupational
Experience Similar
to
product‐specific
skills,
the
candidate’s
past
experience
and
demonstrated
ability
to
sell
to
buyers
in
given
industries,
occupations,
29.
Sales
Pace
&
Cycle roles,
and
levels
of
seniority
must
be
aligned
with
the
hiring
firm’s
30.
Buyer
Organization
Complexity customers
and
their
buying
process.
31.
Relationship
Dynamics
32.
Executive
Rapport
–
(AKA:
Executive
Presence)

Copyright
©
2009
Urgent
Career:
Better
Career
Matching
Through
Technology 1
Quick
Guide:
32
Dimensions
of
Sales
Compatibility

Sales
Process
Skills:
– Sales
Process
activities
often
include,
but
are
not
limited
to:

7.
Pre‐Prospecting 8.
Prospecting/ 9.
Pitching 10.
Closing/Negotiating 11.
Service/Follow‐Up

Identifying
Targets Qualifying Identifying
Stakeholders Consulting Setting
Up
Accounts
Researching
Leads Initial
Outreach Creating
Presentations Negotiating Coordinating
Team(s)
Building
Lists/Plans Cold
Calling Listening Customizing Deepening
Relationships
Tracking
Activity Scheduling
Meetings Uncovering
Objections Overcoming
Objections Up‐Selling
Prioritizing
Time Articulating
Value Developing
Solutions Closing/Order
Taking Generating
Referrals

The
‘Goldilocks’
Traits
–
Beware
of
Extremes:
– Hint:
The
Goldilocks
traits
should
not
drive
the
matching
process
unless
the
trait
is
in
the
extreme.

Too
Little “Just
Right“ Too
Much

17. Skepticism Gullible Discerning Cynical
18. Intellectual
Curiosity Indifferent Inquisitive Over‐Analytical
19. Urgency Passive Dynamic Rushed
20. Confidence Timid Assured Arrogant
21. Risk
Taking Cautious Bold Reckless
22. Optimism Pessimistic Optimistic Audacious
23. Openness
To
Change Unyielding Responsive Pushover

Activity
Expectations
(Sales
Skills
and
Behavior
Interaction):
– For
each
selling
activity,
it
is
important
to
understand
the
interaction
of
skills,
aptitudes,
and
behaviors.


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29
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16

26

O O O O O O O O O Pre‐Prospecting
Skills
O O O O O O O O O O O O O O O O O Prospecting
&
Qualifying
Skills
O O O O O O O O O O O O O O O O O Pitching
Skills
O O O O O O O O O O O O O O O O Closing
&
Negotiation
Skills
O O O O O O O O O O O O Service
&
Follow‐Up
Skills

The
6
Core Environment
Compatibility Product
and Buyer
and
Relationship O
=
This
intersection
is
often
important
Sales
Traits Traits Value
Prop Dynamics in
a
typical
sales
process

Urgent
Career
is
revolutionizing
the
way
top‐performing
sales
professionals
are
matched
with
roles
in
high‐growth
companies.
Our
patent
pending
technology‐enabled
process
delivers
high
potential
candidates
suited
to
your
company’s
unique
needs.
More
at
www.UrgentCareer.com.

Copyright
©
2009
Urgent
Career:
Better
Career
Matching
Through
Technology 2