All posts tagged sales assessments

Are You a Scary Judge of Talent?

Many readers have probably seen the movie “The Recruit”, starring Al Pacino and Colin Farrell. The movie deals with the CIA and uncovering a ‘mole’ inside the agency and is memorable for one line spoken by Pacino’s character, a veteran agent. Here’s the clip–if you want you can skip right to the line at the 2:48 mark. After viewing it you’ll know where I pulled the title for this post.

How does this relate to sales selection? From working with sales leaders for the last 24 years, when they rely too many times solely on their judgment alone and have the mindset that they’re “a scary judge of talent”, it can get expensive…fast.

Have you ever hired a salesperson who didn’t work out? Beyond the emotional costs to a sales leader’s psyche (“Heck, I thought he was going to work out. I had such a good feeling about him and he interviewed so well!”) there are also the tangible, hidden costs of a salesperson not succeeding. Here just a few:

  1.  Time spent on first interviews
  2.  Time spent on second interviews
  3.  Time spent on reviewing resumes
  4.  Time spent onboarding a new hire
  5.  Time spent on coaching
  6.  Fees paid to a headhunter/recruiting service
  7.  Cost of job ads
  8.  Cost of training
  9.  Average annual salary of salesperson

Now if you look at these costs over the last five years of your sales force and if you’ve experienced the average turnover, it doesn’t take long for the numbers to add up.

Companies have reacted in one of two ways when faced with the costs of hiring salespeople who don’t work out. Some have remained “stuck on stupid”, hoping that their next hiring round will be different and they’ll magically find their next sales superstar. Other companies have turned to sales assessments that leverage science and take the guesswork out of making their sales selection decisions. Of course, these sales organizations have drastically reduced their sales hiring costs, built stronger sales teams and experienced more business being closed.

If you are interested in learning how we use an accurate and predictive sales tool to help companies reduce their hiring costs and hire stronger salespeople join me on September 28 for “The Magic of the OMG Sales Candidate Assessment” hosted by Dave Kurlan, Founder and CEO of Objective Management Group. Dave will take us through a compelling 45-minute behind the scenes tour on how the magic (and science) in OMG’s sales selection tools will put sales hiring problems in the rear view mirror.

Go here to register.

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The Science is Settled

No, this isn’t a post about climate change!

It’s a post on how companies continue to get sales hiring wrong by ignoring the use of science as part of  an effective sales selection process.

I’m sure you’ve heard of the saying, “When all you have is a hammer, everything looks like a nail.” Too many companies are using the same hiring process to hire salespeople as they use for non-sales employees. And they are using the same assessment tools they use for screening non-salespeople to screen sales candidates.

These are the wrong tools to use because typically, these assessments are really behavioral or personality tests and not sales specific. They’re not predictive of the candidates future success for the position. Most importantly, they don’t measure the right competencies and sales DNA for identifying over achieving salespeople.

What happens when hiring companies ignore science? Costly hiring mistakes! Very costly. If you want to find out what a hiring mistake costs your company, go here and use our Free Hiring Mistake Calculator.

Recent Gallup research data shows there is a 20% increase in sales when companies select the right salespeople. Your company can take advantage of science when dealing with the challenges of hiring high performing salespeople by using the most accurate and predictive sales candidate assessment by Objective Management Group.** This assessment has been chosen as the Top Sales Candidate Assessment for 5 consecutive years.

The science, at least when it comes to hiring great salespeople, is settled.

**Exsell is a Certified Partner of OMG

 

 

 

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