Hiring managers often wonder about the best way to use an online sales test in their hiring process. Tests, such as the DriveTest™, give us a great deal of valuable information about candidates, alerting us to personality dynamics we might not otherwise have seen in the interview process. Here are three key points to remember when using a sales test.
Of the critical salesperson personality characteristic, Need for Achievement, one of the most positive subsets is a sense of urgency. High aptitude salespeople are invariably “doers” not talkers or dreamers. They get things done because their sense of achievement depends on actual performance and results as opposed to getting around to it “someday.”
Last week, we talked about the importance of good listening skills and the benefits of using them effectively. As a follow-up, here is a refresher on how to determine, up front, whether your sales candidate is a good listener. Below are two key signs of a bad listener and a great question to ask your candidate.
The most important sales skill, which can be developed through sensitivity and training, is the ability to listen. Sounds easy, but a study conducted in the financial services industry found that in a typical sales call, the salesperson spoke a whopping 80% of the time. Why?