Sales Hiring Tip #5: Using a Sales Specific Candidate Assessment

If you missed out on our previous posts, first check out Sales Tips #1#2,  #3, and #4

Statistics tell us 90 million have lied on their resumes, 80% of hiring decisions are made from the gut, and you only get it right 14% of the time. No wonder there is so much frustration, hesitation, and consternation about hiring sales staff.

    • What questions do I ask?
    • How do I know it it’s the real deal?
    • I like what I hear but I’m just not sure?

It’s like rolling the dice in Vegas but you didn’t cover all combinations and it’s a crap shoot! Snake Eyes! Hope and pray! However, hope and pray is not a strategy.

Here is a link to our database. Use our statistics tool to research the 1.7 million-plus salespeople we’ve evaluated. The findings will astound you.  We know that only 7% of salespeople belong in sales and are elite, 20% is ok, and almost 70% of people in sales today shouldn’t be in sales.

We are not a Personality test. We are not a Behavioral Test. We are not an Aptitude test. We are the only assessment built by sales experts, for sales, and more importantly, validated in sales. Everything else is built for social settings then borrowed into sales.

Personality test tells you if someone can build relationships. Challenge the prospect.

    • Are they detail oriented?
    • Do they generally like people?
    • What is their communication style?

All good stuff, just really poor at predicting sales success!  They tell you if someone can sell, not if they WILL sell.

Our assessment will tell you if they will sell, to your customers, in your market, at your price points, against your competition, under your leadership and management style.

We are the only ones who make a Recommendation based on your company criteria. Before we can even process a candidate report, you must complete a questionnaire that defines your ideal salesperson.  This information is married with our empirical data on 1.7 million salespeople, and we create a unique DNA for your company. Then the candidate is measured against your unique DNA. The candidate is either Recommended, Not Recommended or Worthy of Consideration.

It’s a no-brainer! If you’d like to learn more about how we help companies hire stronger sales staff, →Click Here

Below is a sample Dashboard of our Candidate:

Picture1

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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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