Understanding the Sales Force

There is a tremendous amount to learn about any assessment and most are not motivated to learn everything there is to know about an assessment, never mind 5, 10, or 20 assessments. Here are some of the many things to consider:

I received another call from a CEO who couldn’t believe that his salesperson was as weak as the assessment indicated and the assessment did unveil a very weak salesperson. The CEO contended that Billy was doing quite well.

We collect some additional data from salespeople for just these scenarios.

A sales VP from a Fortune 500 company asked what it takes for a company to embrace assessments when the company’s culture was not to use “such things.” Surely, there are some assessments that do fall into the category of “such things” but let us first separate the assessment into two categories: Pre-employment, where most of them fit, and diagnostic, where most don’t fit well unless someone learns how to connect dots that can’t be connected.

The candidates are out there. But when you offer to pay little more than entry level money yet expect your candidate to have a $250K pedigree, you will consistently fail to attract, select and retain top talent.