This week, Steve takes a look at social desirability. We have examined many of the behaviors we associate with recruiting talent. Are they competitive? Do they think creatively or are they a process person? Some salespeople succeed with an extroverted personality, where others use their inwardly reflective disposition to relate to clients and their needs. We’ve found that all these behaviors present as a double-edged sword, and social desirability falls right in line with the rest.
What is Social Desirability?
Social desirability is the gauge used to define if your candidate is a people pleaser versus a straight shooter. A straight-shooter is frank. Their answers are straightforward and very candid. They don’t beat around the bush. In fact, these people may come off as brazen and possibly too blunt. They are truth-seekers who don’t paint a pretty picture; they just outline the facts.
The people pleasers are quite literally looking to please clients. They may charm and try to paint that pretty picture your clients are hoping to see. The trouble lies when the picture isn’t pretty and they need to deliver information the client doesn’t want to hear.
People Pleaser or Frank?
Neither tendency is better than the other. People pleasers are great for clients who need hand-holding. Straight shooters are to the point and frank for those that need honest answers. The one unique thing about these behaviors is that, unlike the others we discussed, they can be changed. Watch the video and see how to hire to your advantage!
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