It is interesting how cavalierly many companies, particularly in the tech space, often think about sales and salespeople. Interesting but perhaps not surprising in cultures that may have grown up around respect for computer science or engineering where the premium in the early stages was on technical skills.
However, great salespeople are every bit as rare as a great engineer or inventor. In fact we now know that only about 15% of the general population has the innate personality characteristics and aptitude to be developed into a successful salesperson. When you start with that metric, than realize that not all of those people go into sales, and that not all salespeople operate in your industry . . . you can see where we are going with this.
Fortunately, with patience and sound diagnostics, you can find good salespeople just like you can find good scientists and engineers. Just do not underestimate the process, or the skill set, needed to build a salesforce that will produce, rather than weigh down, your business.
Dr. Christopher Croner and Richard Abraham are authors of Never Hire a Bad Salesperson Again and developers of the proprietary and patented sales assessment test, The DriveTest™ for sales candidates. To experience the difference of the DriveTest, contact us today!