A new approach to the selection of sales staff

Abstract

Problems with selection procedures for sales staff are discussed. It is difficult to assess the variety of characteristics required for success in sales in an interview, but most interviewers undervalue information that can be gained from direct observation. The author proposes the use of 'action profiling', to assess personality based on body movement. Careful observation of postural movement (big body movements) and gestural movements (smaller limb movements) can provide information on motivational characteristics (assertion) and task orientation (perspective) of individuals. A brief overview is given of research on the relationship between body movement and personality, and the author gives his adaptation of these theories to interpreting behavioural-action tendencies in sales staff. It is proposed that action profiling techniques, although still in an early stage of development, could make a valuable contribution, in conjunction with existing techniques, to improved selection of 'the right person' for the sales job.