If Your Salespeople Can’t See It – They Can’t Do It

What subject did you really excel at in high school? Why was it so easy for you? For many, they just “see” or understand some subjects very clearly… like Math or English. On the other hand, what subject was difficult? Did you struggle through Biology or History? I’ll bet that whatever subject you struggled in you probably didn’t major in it when you went to college. Here’s my point: That which is see clearly is done; and usually done pretty well. That which is not seen clearly is not done. But if it has to be done, it’s usually a struggle.

What does this have to do with sales? Everything!

Here are a few attributes that most Sales Managers consider to be important to a sales role:

1. self-starting ability
2. ability to handle rejection
3. persistence
4. goal setting
5. personal responsibility for results
6. handling stress

Question: What happens if you find a sales candidate who has an excellent résumé, great sales experience (even in your industry) and interviews very well – yet they “see” those six attributes listed above with the same level of clarity and focus you saw your worst subject in high school? Yes, they will probably fail.

Just because a sales candidate demonstrates a personality that you find appealing, does not mean that they have the capacity to perform at a level that will meet your expectations. It takes a lot more than smooth talking, a firm handshake and the ability engage in conversation to succeed in sales. Successful selling requires so much more. In addition to the list above, successful selling also requires a drive for autonomy, strong selling skills, being a good listener, integrity, consistency, a strong drive for financial gain (especially for commissioned salespeople), and many more.

Hiring salespeople is so critical in today’s marketplace that many organizations are utilizing psychometric testing to hire more accurately the performers they need. You must dig deeper into a sales candidates mind and heart in order to determine their level of “fit” with your unique sales role. So what can you do to give yourself the edge in hiring better salespeople?

Answer: In order to hire better salespeople, use our Sales Champion Battery™. Our Sales Champion Battery™ measures so much more than a personality test and gives you the answers you’re looking for (in black and white) so that you can literally eliminate the subjectivity from your hiring process. We measure a salespersons:

• Selling Behavior (how they sell)
• Value Structure (what drives them to sell)
• Selling Cognition (level of focus and clarity related to sales attributes)
• Selling Skills Comprehension (knowledge of selling process)

The Sales Champion Battery™ is a one-of-a-kind sales assessment for:

1. Hiring better salespeople
2. Troubleshooting performance problems with existing salespeople
3. Developing your sales team into better performers

Click here to learn more about the Sales Champion Battery™.

About the Author

Barrett Riddleberger is an internationally recognized leader in the practice of sales assessment, sales training, sales recruitment and retention. His new book, “Blueprint of a Sales Champion,” details how organizations can find, train and retain top performing salespeople even in a highly competitive market. An accomplished lecturer, Riddleberger is also highly in demand as a business development and motivational speaker for organizations seeking to inspire their sales force. For more info go to www.ResolutionSystemsInc.com or www.BlueprintOfASalesChampion.com or call 336.665.0506