Profiles Incorporated

A Strategic Business Partner of Profiles International

Posted by Craig Palmer on February 16, 2021.

In a recent Harvard Business Review article titled “7 Reasons Salespeople Don’t Close the Deal”, a survey conducted produced some interesting findings. The top reasons given for not buying was a lack of trust and they did not respect the salesperson. Also, in this survey the following data was discovered:

  • 12% of salespeople are excellent
  • 23% of salespeople are good
  • 38% of salespeople are average
  • 27% of salespeople are poor

Only 35% of salespeople are above average and the 230 individuals surveyed indicated that only 18% of the salespeople they had met over the past year would be classified as a trusted adviser whom they respect. 81% of buyers would rather speak with someone who shares their mannerisms!

How does your organization ensure that you hire excellent salespeople who can build trust, align their mannerisms with the variety of buyer personalities and become that “Trusted Adviser” who can be called on to play a consultative role? The PXT Select Sales Assessment will provide key insights to assist your interviewing efforts to hire that excellent, trusted adviser salesperson. Many of our customers like to use the PXT Select Sales: Comprehensive Selection Report (see sample report). Pages 8-10 review 8 Critical Sales Practices using the Profiles data to provide context to each sales practice.

An example from Oliver’s Profiles sales report on page 9, Critical Sales Practice “Closing the Sale”, Oliver may at times be skeptical that a client will follow through on their stated intentions when the time comes around to close the sale. This feedback should cause the hiring manager to interview this prospective sales hire to really understand how they develop trust with their clients. The level of developed trust has a direct correlation to the magnitude of what a salesperson can ask of a client.  The magnitude of trust developed with a client determines whether they will evolve into a “Trusted Adviser” with this client.

Another quick example from Oliver’s Profiles report on page 8 is the Critical Sales Practice of Building Relationships. Oliver is logical and focused on facts and will probably appeal to like-minded clients. Not all clients are logical and focused on facts. A key interviewing perspective to investigate for the hiring manager is how does Oliver adjust his relationship building approach with clients that are NOT logical and fact based? 81% of clients prefer to interact with salespeople that share their mannerism!

If your organization wants your salespeople to be “Trusted Advisors” give us a call and let us introduce you to the Profiles PXT Select Sales Assessment to help you hire that Excellent talent!


Author: Craig Palmer

Craig Palmer Profiles Incorporated provides personalized consulting to support the assessment results of your employees. We also provide in-depth training for managers to maximize the value of the assessment information and administrative training that allows you to take this information in house.


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