“The ONLY Way To Absolutely Avoid Hiring The Wrong Salespeople”
Insist On Using The ONLY Sales Aptitude Assessment In The World That Tests For Sales Call Reluctance, That Dooms Any Salesperson’s Chance Of Success
One problem nearly all of my clients have had is that they hired a salesperson who looked great on paper who turned out to be a dud. They consistently trailed the others in the number of prospecting calls, and subsequently they had sales levels below what they needed to grow their business.
This Could Have Been Easily Prevented!
The SPQ*Gold/FSA Sales Test measures the factors that lead to sales call reluctance in any candidate BEFORE the hiring decision is made. Hidden factors that you can’t spot in an interview. This simple 72-minute test your candidates can take online has prevented countless hiring managers the pain and embarrassment of admitting they made a mistake – and then have to deal with firing a bad performer.
On the other side of the coin, the SPQ*Gold/FSA Sales Test can also help you spot the top performers. We personally review the test results and consult with the hiring manager before any offer is made.
The test results, sent confidentially to the hiring manager, identifies the sales performer from the sales imposter!
Call Connie Kadansky 602-380-5431 to learn how easy it is to set up testing.
If They Can’t Prospect, They Can’t Sell
You know this already, but let’s be frank. The single most important component of successful selling is consistent prospecting. If a salesperson won’t or can’t prospect by whatever means necessary to identify, isolate, and get in front of prospects then they can’t help you achieve your sales goals.
Email firstname.lastname@example.org to learn quickly how you can assess your sales candidates.
Prospecting Is An Emotional Skill First And Foremost
Contrary to what most people believe, the salesperson who is reluctant or hesitant to prospecting isn’t trying to give you a hard time; they aren’t resisting you at all. They have emotional factors that are preventing them from embracing prospecting and manifesting itself as ‘call reluctance’.
The SPQ*Gold/FSA Sales Test will tell you if a particular candidate has the ‘markers’ that indicate that they will do any other activity rather than prospect. If your sales effort requires prospecting and cold calling, can you afford another hire without knowing if they will do it?
The REAL Cost Of A Sales Imposter
I have heard some sales managers and business owners tell me that if they make a bid hire, then they just release them and that’s that…..as if the bad hire had no financial loss attached to it. Nothing could be further than the truth!
Just consider how much time it takes a sales manager to screen, interview, and onboard a new salesperson. The latest estimates are that a manager’s time is worth at least $250 an hour, and it takes 10 hours or more to onboard a new salesperson. This is easy math – it takes about $2500 to onboard that new salesperson.
Further, studies have shown that call reluctance can quickly spread through an entire sales team! Can you honestly afford that?
My Final Thoughts
I’ve been in business for over 23 years, and before many of my clients used the SPQ*Gold/FSA Sales Test, They hired some great sales people; but they also hired some people who were simply disappointing!
In each case when they hired a mediocre or low producer, the candidate great on paper, interviewed well, but when they were hired it only took a short time to see that hey always looked busy, but they were not on the prospecting.
Here is what some of my clients are saying:
“The SPQ* Gold/FSA provides an accurate perspective on the candidate’s true motivation, goals and thought processes that will dramatically impact our return on the investment in hiring them.” Glenda Smith, President, Pediatric Search Partners, Dallas, TX
“I’ve tried most of them through my 25 years of hiring and training salespeople. . . personality profiles . . . skills based testing . . . psychological profiling by a psychologist. . . and NOTHING compares with the SPQ* Gold/FSA. It offers insightful information about candidates and salespeople, lets you look below the surface and truly understand the person and how he or she will perform. If you want to consistently hire top-performers, then the SPQ* Gold/FSA is the tool that you cannot do without.” David Simons, Managing Partner, Performance Resource Group, Tulsa, OK
You can also click HERE to see some case studies:
By now I hope you understand that testing every candidate for your sales team is of ultimate importance if prospecting and lead generation is going to be a part of their responsibilities.