Predictive Sales Preference Hiring Assessment

Good sales people make a world of difference. Unfortunately, it is not easy to hire good sales people, and sales interviews can be deceiving. The Predictive Sales Preference Hiring Assessment helps mitigate the high customer, opportunity, and revenue costs associated with bad sales hires.

For instance, on average, sales people with “sales reluctance” cost companies 15 sales per month. Surprisingly “sales reluctance” occurs in 40% of veteran salespeople (5 years or more experience).

To help improve the odds, the sales assessment assists sales managers in selecting and cultivating talented sales professionals. The sales hiring assessment can be used by sales management as both a sales recruitment and sales development tool, offering insights into potential sales candidates and providing development insights for the current sales force.

It is designed to predict prospecting and new business development talent and to answer the following questions:

How much will the candidate sell?
How fast will they get up to speed?
How much time will management have to invest in the candidate in order to get results?
What are their sales strengths and weaknesses?

The Predictive Sales Preference Hiring Assessment is designed to gauge how much a salesperson is likely to uncover new business opportunities and close new business. The results include individual sales coaching and development reports to support the ongoing growth and performance of the salesperson. It also includes suggested interview questions sales hiring managers can use for a better in-depth screening of sales candidates.

The Predictive Sales Preference Hiring Assessment is based upon over 25 years of sales research showing that top sales people have:

NO reluctance to prospect
More opportunities to sell

The Sales Preference Assessment measures:

Total energy available for contact initiation with prospective customers
Total energy diverted to avoiding making contact with prospective customers
12 distinct forms of sales reluctance
General level of motivation available for investing in goal-supporting behaviors
Overall drive and desire for success and level of sales ambition
Degree to which available motivation is dispersed across goals that are competing for sales time and attention
Ability to focus attention on the completion of complex procedural sales tasks
Degree of sales talent as a ‘hunter’ vs. degree of sales talent as a ‘farmer

If you would like to learn how our Predictive Sales Preference Hiring Assessment expertise has helped leading organizations across multiple industries succeed, please contact us.

Related Information

From beginning to end, LSA was as invested in making sure the program succeeded as we were. They not only met the needs of our sales organization, but they helped us meet our very tight launch deadline.

The consultant operated with the sense of urgency necessary to ensure that we were ready to roll the business sales training program in a way that made sense.

Without their dedication and sales expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

Erin Surprise
PHR, Manager - L & D

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Vice President of Marketing

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Amy Walker
Manager

Originally, we launched a RFP to partner with a sales training provider to improve the sales skills of our global distributor network.

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I’m so happy we took a more strategic approach to sales performance with LSA. Thank you for making this fit our culture.

Kim Benson
Director Human Resources

LSA Global has been a great partner in helping us move toward being “the leading developer of talent in the service performance management industry.”

I have engaged LSA to help develop best-in-class programs in the areas of: Executive On-boarding, Manager Training, Sales Training and Coaching, Employee Engagement, and Instructional Design.

They have consistently met or exceeded my (very) high expectations and are always responsive to my needs to increase performance, engagement, customer satisfaction, and sales growth.

Mike Normant
Senior Director, Training & Development

LSA custom designed and delivered the best sales training session that I have ever attended.

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Carl Dickenson
Director of Sales

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to business sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning, and retention.

This critical project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

PMO and Outside Sales Operations
Senior Vice President

LSA has consistently delivered top notch value to Seagate’s Corporate University Program. The level of facilitator involvement and continuous program evolution has kept the sales negotiation training engaging, relevant, and impactful.

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Geoff Purnell
Sales Executive, Seagate Data Recovery Services

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Anthony Lanham
SVP, Sales North America

We selected LSA over a handful of other experts to assist with a key sales leadership imperative. LSA added value every step of the way throughout the entire engagement. Their customized approach to sales presentation training exceeded expectations, and we are excited about global implementation across our offices in more than 100 countries.

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Eric Mugele
Executive Director Global Learning

LSA is an excellent sales and leadership outsource partner! They listen to our needs, are responsive, and work at a pace that keeps up with our rapid speed.

We have found LSA to bring strategic, innovative, and practical solutions to meet our business priorities by partnering effectively with our key staff. I consider them to be an important external extension of our team.

Thank you!

Wendy Chinn
Sr. Director, Global Sales Enablement

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding process. It was well thought out and bought into by sales leadership. The combination of targeted sales tools, technology, coaching, performance plans, training, and reinforcement made all the difference. The solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires.

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Rochana Golani
Director, Global Sales & Technical Field Enablement

At the onset of our engagement with LSA, I was skeptical that an outside firm would be able to understand and dissect our organization’s highly complex and technical business challenges.

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Robert Laudati
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We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts.

Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create equitable contracts, while preserving and strengthening our supplier relationships.

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Vice President of Materiel

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They “MEDRADized” the session to meet our unique needs, looked beyond the obvious, and got the key points across in a way that made sense. Thank you!

Doug Stantial
North America Sales Training Manager