Understanding the Sales Force

When you build a world-class sales recruiting process and use a best in class sales specific assessment, you can’t lose. You’ll consistently attract, identify, hire and retain stronger salespeople than ever before.

Are you getting the intelligence you need to select the right salespeople for your company?

The only suitable measures are to correlate performance to the hiring recommendation using the manager’s measure of success – whether the salesperson is meeting or exceeding expectations, however different they may be from company to company, industry to industry, group to group and position to position.

One end user assessed only 6 of their people. They cherry picked – their 3 best and 3 worst. They wanted to internally validate the results against some existing people that they knew. They also assessed those six using a popular behavioral styles test which is not sales specific. They said that the behavioral styles test pegged these people perfectly. But in this case, ‘pegged’ means the assessments described the people; their tendencies and behaviors, how they were perceived as people, but not how they would perform in the field or whether they should have been hired.