Your salesperson may be an excellent communicator, sociable and likable, but most sales managers have found that is not enough. A person with these skills and traits does not guarantee that they can close deals consistently.

Poor performing salespeople are a huge problem for most companies. In fact, a study by marketing professor, Gilbert Churchill Jr. and his colleagues estimated that the expenses accrued during recruiting, training, lost sales and managerial time devoted to a sub-par salesperson exceed $100,000.

In this whitepaper, we will show you, based on 90+ years of academic research, how you can consistently identify high-potential salespeople from low-potential salespeople, saving you time and money when hiring.

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