Plotkin Associates has developed a salesperson evaluation test that measures personality traits. When compared with a company’s personality profile, the results of this test accurately predict 90 percent of the time whether a potential salesperson will be successful with that company.

While there are no sure-fire methods for predicting who will make a good salesperson, here are a few typical success characteristics: energy, enthusiasm, sincerity, inquisitiveness and affability. In addition, every organization, no matter what or how it sells, develops a personality of its own. To make a successful choice, look to hire salespeople who match your company’s strengths, personality, goals and attitude.

The best salespeople are honest.

They consistently score in the five to seven range in character strength. These characteristics enable them to establish meaningful long-term relationships with customers.

The best salespeople know when to talk and when to listen.

They usually score in the five to seven range in sociability, which indicates they enjoy being around people, and may even have a need to be with others. These people know not to talk past the close.

Hard work.

High scores in work motivation are an absolute must for salespeople. Such scores indicate a willingness to take risks, work on commission and be highly motivated and enthusiastic. Lower scores would only be possible for salespeople who don’t work on commission.

Tigers are closers.

Forceful, aggressive, authoritative people score high in dominance and generally make the best “closers.” These people can be overbearing and difficult to work with at times, but they are the tigers whose initiative and drive close sales.

Handling rejection.

Scores in toughness vary according to the type of product or service offered, the sales organization’s aggressiveness and the percentage of rejection encountered in selling a particular product or service. People selling luxury cars or mansions can score between two and five, but because they have to be able to handle a lot of criticism and rejection, salespeople going door-to-door need to score between six and eight. Those who score low do not handle rejection well but may be more sensitive to customers’ needs and can make effective soft-sellers.

Communications skills.

A score from four up in vocabulary is almost essential for any sales professional. Without an understanding of words, salespeople can’t hope to establish a meaningful relationship.

The successful salesperson has a quick and inquisitive mind, an above average vocabulary, is energetic, sincere, enthusiastic and affable. Research shows that matching a salesperson’s personality to the right job at the right company in the right industry will create success. Finally, successful salespeople must be properly trained. Don’t expect to hire a salesperson who looks good on paper and needs no attention. All successful salespeople need solid training and ongoing motivation.

Conversely, hiring anyone off the street can be a disaster. You can’t train someone who isn’t right for your company, product or market. To make the right decision, cover both bases: Evaluation and Training.