It starts with talent. Talent acquisition is the single, most important element of building a world class sales team, period. Without talent and the right personality, the best training and management cannot create miracles. All sports teams know that they can only go so far without great athletes.
Yet you would be surprised how many companies settle for mediocre talent. Why?
Because finding top talent is extremely hard! Most people applying for sales positions are not talented enough to sustain performance, but hiring managers can lose patience, especially if they are also tasked with other managerial responsibilities.
That’s where rigorous diagnostics come in. A good online sales assessment will funnel only the best prospects to the hiring manager and leave the wannabes to competitors. No one should ever get to the first interview without scoring well on a strong sales assessment. Otherwise the slippery slope will begin and another underqualified salesperson may wind up sliding into your company, and on the payroll, until you cycle him/her out months, if not years, later.
Use the sales assessment technology . . . it is better than ever and keeps improving every day.
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!