Role
Project Sales Representative
The hiring challenge
They sell the biggest purchase of a family's life over a long cycle; the interview does not show whether they sustain commercial consistency throughout a slow process or whether they combine the close with honesty about the project's timelines, costs and terms.
What to assess
Commercial and customer orientation, communication, consistency over a long cycle and integrity about the project's terms.
How we build the mix
In this role the central filter is not the cognitive side, but disposition, the way people relate and self-control. The mix is built by prioritizing the role's competencies.
Related competencies confirm that this capable person can perform the specific functions of the role well, not just reason in the abstract.
A technical assessment (your own or digitized) verifies they can use the tools of the role. Or, as an alternative, DISC to learn the behavioral profile for the role.
Suggested assessment mix for project sales representative
8 assessments · variable time. Suggested guide: adjust it to your process.
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Helps observe the selling technique and the commercial drive of the role.
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Helps observe orientation to commercial results and understanding of the business.
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Helps observe customer orientation and the quality of service.
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Helps observe clarity when communicating and the quality of how they treat others.
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Helps observe signals of probity in a role with access to money or sensitive information.
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Helps observe emotional regulation and resilience under the pressure of the role.
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A high-ticket commercial role: the selling style gives a direct signal.
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Handles information on terms and large amounts for the customer; an integrity control is warranted.
ⓘ The exact mix and its fit are tuned by Kokoro with you. This mix is a guide, not a closed recipe.