Psychometrics in sales can shed light on how individuals' traits and preferences affect their performance as salespeople. Psychometrics focused on sales activities and processes can help make salespeople more effective. Psychometrics have evolved over time, with the current model being the ocean model. Sales teams can have a mix of different people with different strengths and capabilities, and psychometrics can help identify and develop these traits. Psychometrics measure inclination, preference, and capabilities, providing insight into how individuals are likely to behave or perform in certain competencies or situations. The conversation explores the importance of understanding client traits and their effectiveness in sales. It emphasizes the need to coach each other within the organization and tailor sales approaches to fit the client's needs. The discussion also touches on the role of corporate culture and values in sales, the importance of diversity in sales teams, and the power of experiences in selling. Curiosity and care are highlighted as key traits for successful salespeople. In this final part of the conversation, Peter and AJ discuss the importance of understanding clients' preferences and needs in sales. They emphasize the need for personalized and evidence-driven sales approaches, rather than relying on generic techniques. They also highlight the value of conducting client surveys and closed-loss reviews to gather feedback and improve sales strategies. The conversation concludes with Peter expressing his appreciation for AJ's insights and offering contact details for those interested in his services.

About our Guest Andrew Jones or 'AJ'

"I am an Independent Consultant /Business Psychologist and coach selling my services into a wide range of organisations – my current business framework includes a blend of concurrent associateships with Psychometric Firms, Leadership development firms, Career Consultancies, and specialist boutique people development organisations – all of which seek to engender behaviour change in the workplace including Sales effectiveness and Consulting skills.

I am unquenchably curious about people’s relationship with their work – independent of what they do for a living ! Particularly specialising on the correlations between personality and role and themes of motivation, employee engagement, and role satisfaction. Been using personality tools to enhance sales performance for over 20 years. "
LinkedIn link
www.linkedin.com/in/andrewqajones

Takeaways
Psychometrics in sales can help identify and develop individuals' traits and preferences that affect their performance.
The ocean model is the current way of understanding how individuals differ and can be applied to sales teams.
Psychometrics measure inclination, preference, and capabilities, providing insight into behavior and performance.
Understanding individuals' traits and preferences can help sales leaders have more personalized conversations and develop effective sales strategies. Understanding client traits and their effectiveness is crucial in sales
Coaching each other within the organization can lead to more effective sales approaches
Tailoring sales approaches to fit the client's needs is essential
Corporate culture and values play a significant role in sales
Diversity in sales teams can lead to better decision-making
Experiences are as important as services in sales
Curiosity and care are key traits for successful salespeople Personalized and evidence-driven sales approaches are more effective than generic techniques.
Conducting client surveys and closed-loss reviews can provide valuable feedback for improving sales strategies.
Understanding clients' preferences and needs is crucial for building rapport and establishing an indispensable relationship.
Clients are often willing to share their opinions and experiences when asked, so it