What Makes a Superstar

A superstar is not just a high performer; they are a rare breed of individual who can excel even in the most challenging circumstances. Understanding the personality profile of a superstar is the key to hiring them.

The DISC Model

The DISC model is a useful tool for understanding personality profiles. It breaks down personality into four key traits:

• Dominance: Ego, personal power, and the desire to control. High dominance is crucial for drive and resilience.
• Influence: Social skills, empathy, and communication. High influence is essential for building rapport.
• Steadiness: Patience, persistence, and thoughtfulness.
• Compliance: Relationship to structure and organization.

The Ideal Salesperson Profile

The ideal salesperson is a combination of:

• High Dominance: They have a strong ego, which gives them the drive to succeed and the resilience to handle rejection. They are not afraid to ask for the sale.
• High Influence: They are empathetic and have a genuine desire to connect with and help people. This allows them to build strong relationships with customers.

A person with high influence but low dominance will be great at building relationships but will struggle to close sales. A person with high dominance but low influence will be pushy and aggressive, and will struggle to build rapport. The combination of the two is what makes a superstar salesperson.

This is why you should Hire for Personality, Not Background.