Are you sending ducks to eagle school?

What matters more, is it personality and character traits or skills and track record when predicting success in a sales role? I always felt that both matters a lot… However, there a certain things you cannot change about a person. You cannot change the attitude, some of the very fundamental character traits… such as introversion versus extraversion or a very strong tendency to avoid conflicts. However, you can improve skills and get somebody better at asking questions and active listening. Many times I feel in my work that some of the people on a sales training course are ducks trying to learn how to be an eagle. E.g. recently a sales director told me that he needs to turn some back office agents into proactive, assertive sales people who make cold calls… sound like a mission impossible. Surely there is no such a thing as a sales personality. There are, however certain character traits which are obviously a matter of nature. Being conscious of what your personality is like helps a great deal when choosing the right job for yourself and also, looking at the personality of those people who apply for a job would help a lot for those who do the recruitment. Not because there is an ideal personality type for each job. But there are indicators which will increase the chance of succeed in a job role. Not to mention the fact, that I have seen people who were analytical minds with a great desire to learn, but their boss was looking for someone to come in a the rock the boat and show the new...
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