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It is a BIG mistake to hire “seasoned” salespeople without running a SPQ assessment

Received a call from another very sad sales manager who hired a seasoned salesperson from a similar industry to sell his products and the salesperson is completely failing.

Just because someone has 30 years “selling” experience does not mean they will be successful in a new dynamic

Research shows that some top producing salespeople are simply good account managers.  They keep selling to their current customers, meeting their goals and everyone is happy.  It may have been years since they did any active prospecting for new customers.  They do not identify with being account developers.

What is the cost of onboarding a new sales person in time and money? For a nominal fee, what do you have to lose in assessing your seasoned sales candidate?

 

Published by

Connie Kadansky

Connie Kadansky offers speaking, training, coaching and performance improvement services specifically addressing Sales Call Reluctance. She has a proven track record with diverse businesses, from entrepreneurs to Fortune 50 companies, nationally and internationally. She is a licensee of Behavioral Sciences Research Press (BSRP), the world leader in research and training in Sales Call Reluctance. Connie has facilitated more than 260 full-day programs and worked with hundreds of salespeople from diverse industries.

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