Good people that can sell make great sales people. Good people that can’t sell, don’t. It’s easy to be swayed by someones charisma or charm. Just because you like them and they fit in with the team does not mean people will buy from them. What you need is a crystal ball to hire good sales people, or something like one.
Using 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 snap shot into the present, and Profiles will help you predict future behaviors (The Crystal Ball). Personalities in people don’t really change. People can learn to manager 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 that I simply will not hire someone without one. They cost $129 per candidate, which is nothing compared to how much is invested in recruitment, training and ramp up time. To learn more, check out the SalesProfile article in my web site and if you are currently hiring you might look at the one titled HiringProcess.
If you have a sales team or person it is not a bad idea to have them complete the profile as well. 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.