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Select and Retain High Producing Sales People
Who Can Sell Your Products For Your Company

Good sales people are competitive and persuasive - but this can be a problem when their objective is to get the job, not help you hire the right person.

Given the opportunity to land a new job or to be promoted, they may tell you what you want to hear so they can "sell" you rather than help you make a good hiring decision.

Even if they have had past success in sales, much of their success depends on the specific type of sales process you are hiring for and the culture of your organization. Sales success seldom transfers automatically.

The cost of failure in a sales job is higher than in most jobs considering the hiring and ramp-up costs, low sales productivity, and disruption to existing customers.

Our sales hiring assessment gives you an objective inside look at the critical sales behaviors and motives of your candidates to help you make better decisions.

If so, it might be because experience and training are not reliable predictors of sales success.

Just because someone has sales experience, it doesn't mean that they can sell your product for your company.

Of course experience can be a relevant factor, but the type of product being sold, the nature of the customers, and the culture of your company and industry can dramatically impact the ability of a candidate to transfer their skills from one job to another.

Even if your candidate has industry experience with a competitor, the change in product, team, and leadership styles between companies can prevent them from becoming at top producer.

You probably know form experience that the costs associated with hiring and training a replacement sales rep are higher than many other jobs because sales people have a direct impact on your revenue and profitability.

This means that not only do you have the sourcing, recruiting, and training costs you have with other jobs - you also do have lost revenue while they are learning your products and market.

And because these are your front line, customer facing people, a bad hire can impact customer relationships and future revenue for years to come.

Different products, companies, and industries require different sales practices and what has worked for a candidate in a previous job might not work for you.

How does the candidate strategize, seek out, and create opportunities to engage with potential clients?

Taking the steps necessary to make initial contact with the prospect.

How does the candidate create and establish a connection with a client?

Transitioning from discussing the clients needs to completing the transaction.

Taking the initiative to personally identify and undertake the work required to achieve results.

Identifying and strategizing ways to maximize available resources in order to obtain specific goals.

A willingness to adapt or improve existing skills in order to excel or achieve peak performance.

Working collectively and cooperatively to achieve a goal.

Learning, reasoning, and problem solving potential.

HR Strategies Today is dedicated to helping organizations of all sizes use the latest advances in technology and psychology to hire, develop, and retain high performing employees and teams.

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