Salespeople Typically Get Hired Based On Only Two Factors:
Résumé (Experience)
Interview (Personality)

But They Get Fired For Very Different Reasons

Discover the two hidden reasons that cause poor sales performance and how you can identify them BEFORE you hire another salesperson!

Reason #1 – Your sales candidate has a values conflict with the sales role.
You may have what you consider to be the best sales candidate. They look the part, have a great resume, possess an engaging style and say all the right things in the interviews. Everyone that has met them in your organization loves them and can’t wait for you to hire them.

3 Months Later - Failure
You new sales recruit has turned out to be a failure. They don’t prospect for new business, they fail miserably in the sales process, they lack motivation and they won’t follow-up and follow through on the few leads that they do have. They attempt to drop the price at the first sign of an objection and can’t seem to drive the sales to a close.

Why Did This Happen?
After Resolution Systems performs an analysis using our Sales Champion Battery™ assessment, you discover that your salespersons value structure was in direct opposition to what the job required for success. (Values are the motives that drive an individual to perform or not perform) In this case, they did not value what you sales role rewarded. More information about this can be learned from the book – Blueprint of a Sales Champion.

If you used the Sales Champion Battery™ assessment during the hiring process, you would have learned this from one of our Certified Assessment Consultants during the telephone interpretation which is in included with every assessment you purchase. You would have been advised that this would be a “high-risk” sales candidate and to continue reviewing additional candidates.

How to Prevent This from Happening to You
During the hiring process, after you’ve narrowed your search down to several top candidates, utilize our Sales Champion Battery™ to discover which candidate truly have the value structure that aligns with your sales role.

• Call: 336.665.0506
• E-mail: Click here

Reason #2 – Your sales candidate has a cognitive conflict with your sales role.
Again, you may have what you think is a great sales candidate. However, what’s going on inside their brain and how they process information will significantly affect their performance. Unfortunately, you can’t usually identify this in an interview or a résumé.

What is Cognitive Structure and Why is it Important?
Cognitive structure relates to the clarity of a salespersons thinking – what they focus on and “see clearly”. Many times a high-energy, Type-A personality sales candidate will get a sales job, but then fail miserably. That’s because they might have had a cognitive conflict with the sales role.

Example
Have you ever had a salesperson who what direct, assertive and aggressive, yet wilted like a flower at the first sign of rejection? They became call reluctant and their prospecting effort never took off? That’s because they didn’t see clearly the cognitive attribute we call “handling rejection” – the ability to not internalize rejection and handle it in an overly personal way. When your Type-A personality salesperson, who lacks clarity in handling rejection” actually faces rejection, then they become fearful of receiving more rejection. Therefore, their prospecting effort is significantly diminished and their sales never grow.

This simple attribute is hidden deep within a human being and cannot be identified in an interview. It requires a sophisticated assessment tool like our Sales Champion Battery™ and a thorough analysis with an experienced Certified Assessment Consultant in order to find this out. It’s better to discover this BEFORE you hire them.

Learn more about how you can prevent cognitive conflicts with your sales candidates by contacting Resolution Systems today and discovering the powerful Sales Champion Battery™.

You Can’t Afford to Make a Hiring Mistake!
• Stakes are too high
• Competition is too fierce
• Turnover is too costly

Should you hire this candidate or not?
You have a great sales candidate, but will they meet your expectations? They have a great resume and personality; but you’ve been burned before by slick interviewees. Use our Sales Champion Battery™ to define those “intangibles” that affect sales performance BEFORE you hire them.

1. Send an e-mail
2. Make a telephone call

First, we set-up your on-line account and provide you with a set of disposable access codes. You e-mail the code and the link to our website to your sales candidate. Your candidate completes the assessment on-line and you automatically receive the results in your e-mail inbox. It’s that simple!

Finally, you call Resolution Systems for a thorough interpretation with a Certified Assessment Consultant in order to make the best hiring decision. We walk you through the process so that there is no guesswork on your part. We partner with you to ensure that you acquire the premium sales talent you’re looking for.

What Do You Measure?
The Sales Champion Battery™ measures over 90 critical sales variables (that’s right… over 90!) which relate directly to your sales candidates capacity to perform. In addition, our Certified Assessment Consultants have in-depth experience providing one-on-one feedback to Sales Managers to help them hire the best sales professionals.

The real value is not just in our powerful assessment, but in our ability to interpret the data so that it is meaningful and relevant to your hiring initiatives.

The Sales Champion Battery™ measures:
• Behavioral Style (how they sell)
• Value Structure (what drives them to act)
• Cognitive Structure (the ability to think clearly)
• Selling Skills Comprehension (knowledge of selling process)

When you combine all four of our measurements, you get a more complete assessment of your sales candidate than with a personality or aptitude test