In this episode, we discuss the importance of the trait of compassion in successful salespeople. The CTS Sales Profile, a sales assessment tool, measures nine traits, including compassion. High scorers on the compassion scale have a natural inclination to help others and are drawn to markets that are more personal and relationship-centered. They take the time to understand their clients' needs and desires, and they use this information to tailor their sales presentation, building stronger relationships with their clients. In contrast, low scorers on the compassion scale are better able to prioritize their time and can stay "on task" without being distracted by personal problems. There are pros and cons to high and low compassion in a sales role, and we will help you determine what is best for your company.