March 13, 2014

Time for a break

A simple turn of a phrase sums up the enormous difference between potential and performance in sales. The question is not “CAN he or she sell?”  The question is “WILL he or she sell?” There is a huge difference.

Lots of people can sell . . . every now and then. He may bump into a like-minded buyer or muster the energy to chase down a new customer from time to time. And one of those high points might be when he is interviewing for a job with you, and he has really put it all together . . . for a moment. So you figure . . . “he sold me so . . . yes . . . he can sell.”

But will he sell? 

That is, once you have hired him. Will the drive, grit and discipline it takes to succeed in sales be his typical disposition, his default personality, so to speak, or, once he has landed the job, will he default to a much lower benchmark relative to what it takes to sustain sales achievement over time.

It’s actually pretty easy for a sales candidate to fake his way through most interviews and to get a hiring manager excited . . . after all . . . the manager goes into the interview hoping it will be a successful one.  That’s why we have to inject a strong dose of science and objectivity into the process through solid diagnostics and testing. The stakes are too high not to.

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 difference of the DriveTest, contact us today!