October 24, 2013

low-performing-salespeopleMost of us, who hire salespeople, know that high-performing salespeople are very hard to find. Why? Because the statistics are working against us.

First of all, less than 20% of the population has the true aptitude to be “developable.” Put another way, there are not nearly enough high-aptitude salespeople to go around. Second, it is easy to fake characteristics like “Drive” in an interview. Third, unlike professions such as lawyers, doctors and accountants, there is no formal certification for salespeople . . . anyone can “claim” to be a salesperson.

The good news is that big data is catching up with low-performing salespeople, who promise performance but cannot deliver it. Personality assessments are becoming very accurate at determining potential.  And as for there being more sales jobs than strong salespeople . . . that does not have to be our problem . . . since there are certainly enough for our needs, if we are diligent and patient in building a solid team of high-performers over time.

Don’t hire just anyone; only hire top-performing salespeople by identifying them prior to the interview with the DriveTest™.

Dr. Christopher Croner and Richard Abraham are authors of Never Hire a Bad Salesperson Again and developers of the proprietary and patented sales test, The DriveTest™, for sales candidates. For more information, click here.