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How many times do you find that you have well-trained, well-qualified sales candidate who present themselves effectively in the interview process, but fail to consistently meet sales targets?
When it comes to hiring high performing sales reps, hiring managers often have difficulty identifying the key factors that predict success and failure in an interview.
More and more companies are turning to hiring assessments and testing to assist them in determining who the best sales candidates will be. Done right, psychometric testing offers an objective data point `to find out things about the sales rep that is often not forthcoming in an interview. This helps salespeople and managers to identify potential problems before hiring someone. It also enables sales managers to develop and coach existing sales staff on the areas of greatest significance to sales growth and profitability. And, once hired, the survey results can be used to create a plan for action in specific areas where they can improve performance.
Using this approach, one national outbound telesales firm outsold its competition by more than 50% using two-thirds of the number of sales people. This whitepaper explores the 9 common forms of sales reluctance that impede sales success: Overpreparer, Hyperprofessional, Yielder, Referral Reluctance, Role Rejection, Oppositional Reflex, Doomsaying, Stage Fright and Telephobia. Researchers have confirmed that sales reluctance is costing companies and sales reps thousands of dollars per month in lost revenue. The good news is that success and failure competencies can be uncovered, measured and managed.
To download the Hiring High-Performing Sales Reps Best Practices Whitepaper, please complete the form to the right.
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