Sales Hiring- Custom Tailored Fit

The proof is in the pudding


We’ve all had chocolate cake before. But some chocolate cake is better than others. This can be said for most dishes. Pick your favorite; gumbo, coconut pie, seven-layer bean dip, or even Turkey soup. But what is it that makes the special dish so tasty. Some say the love that it’s made with is the special ingredient. One of those special dishes showed up over Thanksgiving.

Being a self-proclaimed, self-taught Louisiana bred foodie, I can’t help but scrutinize everything that comes out of the kitchen. Always trust the fat guy in the kitchen, right? Or on the other hand, never trust a skinny chef. Over the holidays I had an opportunity to enjoy something very special. One of our guests brought the most delicious chocolate cake that has ever touched my taste buds! It was incredible! It was moist, fluffy, and thick at the same time but not too dense. It was covered in a chocolate fudge frosting that was to-die-for. There were even chunks of chocolate in the middle. (…yummm, I’m getting hungry just thinking about it.) Chocolate in chocolate, on chocolate, with chocolate fudge! Certainly, one of my all-time favorites. It was better than mom’s, and that’s a big statement.

What made it so special? The taste? The consistency? The way it was baked? The ingredients? The love that was put into making it? Did he bake it in a special pan? Was there some type of enriched flour? Maybe the sugar was raw? Was local honey added for a twist? Was it just the setting and the environment that made taste the best? Was the baking soda and cornstarch ratio, just right? Could it be the main course and how the flavors of the meal matched perfectly with the desert? I mean really, there are only a hand full of ingredients in a chocolate cake. How hard can it be to re-create that awesomeness?

Of course, I asked for the recipe, and so far, I’ve not been able to recreate that triple special chocolate cake. I know, you’re probably thinking that she left something out of the recipe she gave me. But I don’t think so. I just can’t seem to put my finger on what made this cake so great.

Isn’t this the same thing that happens with hiring for sales? You hire based on the same process, the same interview, the same comp. plan, the same on-boarding, the same experience, same criteria, and same company culture. Then some perform, some just do ok, some can’t sell a Hershey bar to a 3-year old, and a few, very few turn out to be SUPERSTARS!

What if there was a recipe to identify the SUPERSTAR from the rest? What if it was possible to identify 280+ unique sales findings of your current top performers and map that to measure your candidates? What if you could know for certain the next hire not only met your criteria, but also met the critical combination of skills your top performers have? What if you knew beyond a shadow of a doubt your next hire would opt-perform everyone on your team?

Yes, of course, we can do that. For the last five years, we’ve been using a formula for our OMG Sales Candidate Assessment that allows us to reverse engineer the formula for your top performer’s success and map that to your candidates. We call this the Tailored Fit.

The Tailored Fit is the ultimate analysis that allows us to identify the differentiating strengths and skills your current top performers bring to the table that the rest of your team doesn’t. We look at the 280+ unique sales findings, weight it with your individual job requirements and analyze data to determine the differentiating skills and strengths that make your top performers, top performers.

If you’d like the special recipe to scale and hire more sales staff like your top performers click here.

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Author: Rocky LaGrone

Rocky LaGrone is a seasoned sales development expert with over 25 years in sales development and training working with well over 1,000 companies of all sizes in various industries.

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