Assessments of the USA & Canada

85%say too few salespeople meet their expectations 80%have high turnover in their sales departments 90%need more sales 99%want more sales Survey of 1,000+ Companies This research shows:

The 80/20 Rule 80% 20% of the salespeople produce 80% of the sales

Studies Show… 55%should not have been hired for a sales position 25%are selling the wrong product or service 20%produce 80% of the sales Source: How to Hire & Develop Your Next Top Performer, by Herb Greenberg, Harold Weinstein, and Patrick Sweeney

The Questions Are…  How do so many people who lack the basic qualities required for success in sales get hired?  Why do people who can sell wind up trying to sell the wrong product or service?

“Gut Feel Hiring” The number one reason for bad hiring decisions. Because of…

Why? Hiring on “gut reactions” “First Impressions based on emotions, biases, chemistry, personality, and stereotyping cause more hiring mistakes than any other single factor.” Source: Hire with Your Head, by Lou Adler

Hiring in your own image Pirating from your competitor Hiring based on experience Hiring based on education 4 Invalid Hiring Criteria Herbert M. Greenberg, Ph.D.

Four Great Employment Myths  “You can be anything you want to be.”  “If you work hard enough, you can succeed.”  “There is nothing you cannot achieve.”  “If I can do it, you can do it.” Herbert M. Greenberg, Ph.D.

The Question How can we save this money and eliminate the frustration of trying to get people to sell – when they can’t possibly succeed?

The answer is to hire with your head. To get real, usable information about your candidates using a tool that identifies people with a basic talent for sales. The Answer

The Tool to Use Look below the surface  See the 5 key qualities of successful salespeople  1. Competitiveness, 2. Persistence, 3. Self-Reliance, 4. Energy, and 5. Sales Drive  Accurately predict 7 critical sales behaviors  1. Prospecting, 2. Closing Sales, 3. Call Reluctance, 4. Self-Starting, 5. Teamwork, 6. Compensation Preference and 7. Building & Maintaining Relationships, and  Know the people you hire will fit the sales position

Important Information Sales Indicator Reports give you data for making informed, hiring decisions.

Important Information Sales Indicator Reports 1. Management Report: a. Job Match Placement b. Job Fit Coaching 2. Individual Report

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