TAKE THE GUESSWORK OUT OF RECRUITING
Increase your odds of finding a great salesperson or sales manager by 8-25 times over traditional methods. These include resume review, interviews, and reference checking. Use a validated personality profile to decrease hiring mistakes that cost $8,000 – $200,000 per poor hire
HIRING THE WRONG PERSON CAN COST YOUR COMPANY UP TO $200K OR MORE!
For more than twenty-five years, we have taught our clients how to use scientifically-validated personality profiles to make more predictive hiring decisions.
Using such assessments makes selecting a top performer easier. As a result, our clients’ hiring confidence has increased, along with their sales production and team retention.
We can help you by sharing our sales candidate profiling expertise. We want to steer you away from a reliance on ‘seat-of-the-pants’ interviews — which statistically give less than 2% predictability increase in sales hiring.
USE A PERSONALITY PROFILE
Quickly determine if a person possesses the personality to do these tasks regularly and well — with the least amount of forced stress. In other words, does the candidate have the natural makeup and personal skills to do these sales tasks competently? And, if so, at what ‘power level’?
Specifically, how well would the candidate be able to follow this fundamental routine, day after day?
- Find leads to put on a prospect list
- Prospect leads for a set number of first appointments
- Hold appointments and uncover the facts, needs, and problems of a prospect’s situation
- Present solutions, quotes, and then close the sale
Find Leads
Can the candidate “prospect?” Prospecting is often the most difficult part of the sales process.
Does the candidate have enough Recognition Drive, Assertiveness, and Deadline Motivation to get out among people and find leads in those social arenas appropriate for their market and for their ideal prospect? Do they have the confidence to approach centers of influence and build relationships? Will they assert themselves? Will they continually search for leads each month in order to have enough leads to connect for first appointments? Our personality profile predicts a candidate’s natural ability to network, find prospects, and keep the pipeline full.
Continue to Prospect and Work Leads
Will the candidate pick up the phone and make appointments? Do they have enough social skills, motivation to meet deadlines, and assertiveness to do this on an ongoing basis? Will they set enough appointments each week? Can they handle rejection?
Hold Appointments
Will they quote enough business? Will they ask for the business? Will they fight to get enough business completed to reach their sales goal? Will they ask about next steps? Will they follow up in order to win sales? Will they manage time and activities to get results? Will they want to reach or even desire to reach performance objectives? Will they seek to control the sale process — or will they allow the prospect to control it? Do they have the social confidence to present well?
Present Solutions
Will this person match up the needs of your customers with the services and products that you have developed for them? Will they tell the prospect about both the features and benefits relevant to the situation and present the path to a solution? Will they have the assertiveness necessary to suggest a purchase plan and then attempt to close the sale?
Follow Up
After the sale, will this salesperson have a service mindset? Will he or she make sure the product or service fills the need, solves the problem, and satisfies the wants of your customer? Will they have the amount of compassion necessary to make sure that the customer is satisfied and thus earn a referral due to excellent follow-up? Will they boldly ask for referrals?
HIRE BETTER IN SALES AND ENHANCE RAMP-UP AND COACHING
We want to help you lower your ramp-up time for better sales production. We will show you how to increase the selection and retention of great salespeople. We want to help you use a personality profile as a recruiting tool, so that you get the best people and also understand them. We are anxious to see you achieve better retention and increased sales.
Beyond that, we want you to experience improved confidence in your coaching abilities. We’re anxious to see you prosper as you understand your team better. We have seen many lives change.