Sales Recruitment – the biggest gamble?
Recruitment is a gamble especially with sales people. Having gone through the selection process there is the ramp up period before you see any sales results. In the meantime the company is hurting because a territory is not bringing in any money. It may be six months or more before you know you made a wrong decision and then you start all over again.
Get it right first time
In results driven sales environments starting recruiting again is difficult to live with. Wouldn’t it be better to get it right first time? More importantly could you manage better with a smaller but more productive team?
SalesAssessment.com provides a large part of the solution to your sales recruitment problems. The sales role specific Fit-4 assessments give you the rigour and depth of a day long assessment centre but without the cost, time and inconvenience.
Don’t bet the shop on a 20 minute chat
Would you expect your customers to place an important contract after just one or two twenty minute chats? So why are you betting a significant sales target on a couple of interviews? Over the years people have tried using psychometric tests to help in the sales selection process, but most have found them to be of limited value for four major reasons.
First because they are really only testing behaviour and basic motivation, and often those are not directed towards the peculiarities of the specific sales role. Secondly rarely do they test numerical, verbal or inductive reasoning which are important parts of selling.
Thirdly to keep the cost down most tests are not tuned to the sales skills and competencies needed in the different types of sales role.
Take out the expensive ‘experts’
Finally the results need to be interpreted by an ‘expert’. In most cases the expert works in many different areas of employment and does not appreciate the nuances of the difference between a transactional sales role taking orders and a major account manager who is building long term relationships at main board level.
The most important bit missing from many run of the mill general purpose tests is a detailed analysis of the candidate’s sales skills and competencies against the particular role you are recruiting for together with a comparison against the best in the world at that type of selling role. In other words can they do the job that you want done?
Benchmark your sales people against the best in the world
Fit-4 is different, because it combines all of the above with the unique validated competency models in the detailed skills analysis part of the assessment. Fit-4 then goes on to benchmark the results against the world’s best performers in these roles. So we can tell you who is likely to succeed and what you have to work on to help them succeed.
On the face of it Fit-4 costs a little more than a short automatic test and, it takes about three hours to do, but for your short listed candidates it will save you months of anguish about them hitting target.
What does Fit-4 deliver for you?
Fit-4 enables you to:
- hire the right sales person for the right job
- focus new hires on accounts or segments which are best suited for them
- increase sales manager knowledge of individuals’ strengths and weaknesses
- on-board quicker, with a faster and more certain revenue return
Fit-4 – the ultimate test of whether a sales person can deliver revenue
