--- title: A crystal ball for sales talent? description: Global Invacom about a new and highly effective approach to recruiting young salespeople. Read the interview in The Leap! image: https://blog.durhamlane.com/hubfs/ByKatemangostar%20-%20Freepik.jpg --- [Skip to content](https://blog.durhamlane.com/a-crystal-ball-for-sales-talent#content) [durhamlane-logo durhamlane | Sales Training, Sales Outsourcing & Sales Recruitment durhamlane Logo | Sales Training, Sales Outsourcing & Sales Recruitment](http://durhamlane.com/) - [What We Do](http://durhamlane.com/sales/) - [Outsourcing](http://durhamlane.com/sales/outsourcing/) - [Training](http://durhamlane.com/sales/training/) - [Recruitment](http://durhamlane.com/sales/recruitment/) - [How We Work](http://durhamlane.com/how-we-work/) - [About](http://durhamlane.com/company/) - [About Us](http://durhamlane.com/company/about-us/) - [Our Team](http://durhamlane.com/company/team/) - [Blog](https://blog.durhamlane.com/) - [Careers](http://durhamlane.com/company/current-vacancies/) - [Our Work](http://durhamlane.com/our-work/) - [Contact](http://durhamlane.com/company/contact-us/) +44 (0) 191 481 3800 - [Created with Sketch.](http://www.twitter.com/durhamlane) - [Created with Sketch.](http://www.linkedin.com/company/durhamlane) - - [tel:+44%20(0)%20191%20481%203800](tel:+44%20(0)%20191%20481%203800) # Blog ![](https://blog.durhamlane.com/hubfs/Janine%20Rupf.png) ##### A crystal ball for sales talent? Posted by [Janine Rupf](https://blog.durhamlane.com/author/janine-rupf) on 05/11/17 18:00 - [Tweet](https://twitter.com/share) Predicting future sales talent has been a bit of a lottery in the history of the sales profession. A disturbing trend in X Factor-style talent assessments have been widely used for weeding out those deemed to have the magic dust needed to be a future sales star. ![ByKatemangostar - Freepik.jpg](https://blog.durhamlane.com/hs-fs/hubfs/ByKatemangostar%20-%20Freepik.jpg?width=520&name=ByKatemangostar%20-%20Freepik.jpg)Image by Katemangostar - Freepik But this impersonal approach has at times benefitted those interviewees who can shout the loudest and dance the hardest. [Recent research](http://www.salesforlife.com/blog/the-5-personality-traits-you-need-to-evaluate-when-hiring-salespeople) challenges the assumption that to get ahead in sales you need to be a gregarious talker. In fact, what you need to be looking for are people who have the ability to listen deeply, and to flex into the strengths of the Introvert. And rather than someone who can spontaneously chase after every opportunity thrown in their path, the professional persistence associated with high conscientiousness is more likely to pay-off in the long-run. The wind is changing though as rather than operating a general programme, agencies are moving towards more personal and tailored selection days that give client the opportunity to see candidates in a relevant work environment, before deciding to whom they would like to offer roles. With that in mind, **The Leap spoke to [Global Invacom’s](http://www.globalinvacom.com/) HR Officer, Justine Whittle, about recruiting young salespeople for one of the world’s largest developers, manufacturers and suppliers of satellite and TV equipment.** [Click the image to read the interview with Justine:](http://new.businessedition.online/durhamlane/the-leap-issue-2/index.html?page=16) [![Justine Whittle Global Invacom-522782-edited.jpg](https://blog.durhamlane.com/hs-fs/hubfs/Justine%20Whittle%20Global%20Invacom-522782-edited.jpg?width=167&height=184&name=Justine%20Whittle%20Global%20Invacom-522782-edited.jpg)](http://new.businessedition.online/durhamlane/the-leap-issue-2/index.html?page=16)     ##### Topics [sales recruitment](https://blog.durhamlane.com/topic/sales-recruitment) [recruitment process](https://blog.durhamlane.com/topic/recruitment-process) [durhamlane-logo durhamlane | Sales Training, Sales Outsourcing & Sales Recruitment durhamlane Logo | Sales Training, Sales Outsourcing & Sales Recruitment](https://blog.durhamlane.com/) Sales Training, Sales Outsourcing & Sales Recruitment - [What We Do](http://durhamlane.com/sales/) - [How We Work](http://durhamlane.com/how-we-work/) - [Our Work](http://durhamlane.com/our-work/) - [Blog](https://blog.durhamlane.co.uk) - [Company](http://durhamlane.com/company/) - [Contact Us](http://durhamlane.com/company/contact-us/) - [Our Team](http://durhamlane.com/company/team/) - [Current Vacancies](http://durhamlane.com/company/current-vacancies/) - [Sales Outsourcing](http://durhamlane.com/sales/outsourcing/) - [Market Intelligence](http://durhamlane.com/sales/outsourcing/market-intelligence/) - [Data Building & Cleansing](http://durhamlane.com/sales/outsourcing/data-building-and-cleansing/) - [Outsourced Sales & Lead Generation](http://durhamlane.com/sales/outsourcing/outsourced-sales/) - [Early Stage Business Development](http://durhamlane.com/sales/outsourcing/early-stage-business-development/) - [Sales Training](http://durhamlane.com/sales/training/) - [Our Methodology](http://durhamlane.com/sales/training/our-methodology/) - [Sales Strategy & Process Review](http://durhamlane.com/sales/training/sales-process-review/) - [Sales Masterclasses & Bespoke Training](http://durhamlane.com/sales/training/sales-masterclasses-and-training/) - [Consulting & Leadership Development](http://durhamlane.com/sales/training/leadership-development/) - [Sales Recruitment](http://durhamlane.com/sales/recruitment/) - [Experienced Sales Hires](http://durhamlane.com/sales/recruitment/experienced-sales-hires/) - [Sales Graduate Programme](http://durhamlane.com/sales/recruitment/sales-graduate-programme/) ##### Send a Quick Message - [Created with Sketch.](http://www.twitter.com/durhamlane) - [Created with Sketch.](http://www.linkedin.com/company/durhamlane) - - [tel:+44%20(0)%20191%20481%203800](tel:+44%20(0)%20191%20481%203800) © 2011 - 2016 durhamlane Ltd. brand & web design by [Powerhouse Software](http://powerhouse.software/)