Salespunch KASH™ - Sales Knowledge, Attitudes, Skills and Habits

Once the measureable specifics of a sales role have been defined (SRD), it is vital that an accurate profile of the ideal candidate is drawn up.  Many recruitment mistakes are due to inadequate attention being paid to the type of person and the 'in-the-round' characteristics required to be successful in the job. The KASH™ Analysis tool ensures that, in addition to the Knowledge and Skills required, careful attention is paid to Attitudes and Habits.  For example:

• How flexible is the candidate's attitude in relation to the length of the working day?
• How far are they prepared to travel?
• What's their attitude towards helping to coach more junior members of the team?

All four attributes are profiled using KASH™, scoping 'essential' and 'desirable' levels which might include:

Knowledge

• Selling
• Commercial / business awareness
• Product knowledge
• Education

Attitudes

• Ambition
• Energy and drive
• Confidence
• Independence
• Change focus
• Approach to learning
• Self awareness

Skills

• Selling
• Interpersonal
• Teamwork
• Planning and organisation
• Telephone Appointment Making

Habits

• Appearance
• Health and fitness
• Approach to work
• Holidays
• Interests
• Personal finances

Contact your Salespunch™ coach to investigate how KASH™ Analysis can be applied to your sales functions to avoid costly recruitment mistakes and to proactively manage existing staff.