English to Russian Marketing Human Resources

Some salespeople possess intangibles, things that help them succeed but they aren’t teachable, transferrable or duplicable.

1. Their performance was significantly better than how they assessed;

Let's focus on the first example where a salesperson does not assess well, but has performed well. When a client lacks obvious reasons for this scenario then there are times when we might say that this salesperson has intangibles. Last week I was asked for three examples of intangibles and I thought I would share them here:

Example 1: A high-end insurance agency – we said that one of the 24 top producers was the weakest of the their top 24. He was actually #1. So how could OMG, the most accurate and predictive assessment on the planet, be wrong? Intangibles. It turned out that he had a TEAM of people helping him sell. Someone else made calls, opened doors and scheduled appointments; another individual did the closing, and he got the credit. Those are intangibles – they can’t be duplicated and you can't expect to generate results like that from anyone else with an assessment that looked like his.

Спасибо.