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Predictive Tools for Hiring Sales People

Good people that can sell make great salespeople. Good people that can’t sell don’t. It’s easy to be swayed by someone’s charisma or charm. Just because you like them and they fit in with the team does not mean people will buy from them. You need a crystal ball to hire good salespeople or something like one.

A Sales Profile Assessment will increase your average sales per hire and decrease your turnover rate. A resume will tell you about the past, interviews give you a snapshot into the present, and Profiles will help you predict future behaviors (The Crystal Ball). Personalities in people don’t change. People can learn to manage their personality for different circumstances or jobs for a short while, but it is best to let their personality do what it was meant to do. If you were born to sell, go for it; if not, don’t.

I have come to believe so strongly in Sales Profiles PXT Select that I simply will not hire someone without one. They cost $249 per candidate, which is nothing compared to how much is invested in recruitment, training, and ramp-up time. To learn more, check out the Sales Profile article on my website, and if you are currently hiring, you might look at the one titled Hiring Process.

If you have a sales team or person, it’s not a bad idea to have them complete the profile. It can be a great coaching tool, helping a manager know if he needs to push a little harder in one area, give more specifics to another person, or simply let them run because that is how they work.

Rene is the President of Sales Manager Now, a company that provides fractional sales management services to small and family-run businesses. He has twenty-seven years of experience in sales leadership, coaching, and consulting. He is also the author of the Part-Time Sales Management handbook and is based in Auburn, California.

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