menuMENU

"We have hired hundreds of salespeople using the SPQ Gold."

Listen how Michael’s company has used the SPQ as a tool in their tool box to find out whether the salespeople they are hiring have the fear of prospecting.

SPQ Gold Sales Assessment test measures Sales Call Reluctance and more!

How important is it that your sales candidates have the “emotional” ability to see through complexity?  Recently one of our clients tested two candidates who had very little Sales Call Reluctance, however, they scored  low in problem solving.  What this means is that they are most likely transactional in nature and will only go after the low hanging fruit.  This will not work for this particular position.  They need their salespeople to emotionally handle the ups and downs without sputtering out when the dynamics get difficult.

The SPQ Gold Sales Call Reluctance test has 21 measurements that help companies take the guesswork out of hiring salespeople.

Connie Kadansky, 602-997-1101 can assist you in hiring salespeople who are most likely to succeed.

Sales Call Reluctance test video

This is the only Sales Assessment Test in the world that measures Sales Call Reluctance. What separates the top producers from the mediocre producers is their prospecting willingness, skill and attitude.

Pre-employment sales tests must be positioned and administered properly.

It is important to tell your candidate early on in the interviewing process that you may have them take an “assessment.”  Using the word “test” conjures up “pass” or “fail.”   Pre-employment sales assessments are only used as a tool in your process.  Yes, assessments are just one-part of your process. 

If possible have the candidates take the assessment in your office under standardized “testing” conditions. 

As employers, you are investing in the assessments, positioning and administering is vital.  If you want to talk more about this, please call Connie Kadansky at 602-997-1101.

Pre-employment Sales Test will save you big dollars

Let’s admit it.  Salespeople are pretty good interviewers because they are usually good communicators!  They can be engaging and promote themselves well and maybe a little “too well.”

How do you know whether they are exaggerating and embellishing?

The SPQ Gold pre-employment sales test has an impression management measurement.  This doesn’t mean that they are dishonest people.  However, it also helps you look a little deeper into areas that may be verifiable.

Connie Kadansky will help you take the guesswork out of hiring salespeople.  Please call her today at 602-997-1101 or email her at connie@exceptionalsales.com

http://www.salesassessmenttesting.com/order/

Pre-employment sales test SPQ Gold will save you time and dollars

Are you looking for an account developer or an account manager?  If you are looking for true account developers, you must use the SPQ Gold pre-employment sales test because it will  tell you whether your candidate has the emotional capacity to handle frustration and see through complexity.  If you have a complex product/service or a long sales cycle, you need to know whether your candidate will hang in and see themselves through the inevitable obstacles.  This is just one of the 21 measurements of the SPQ Gold, the only assessment in the world that measures Sales Call Reluctance.

Connie Kadansky, MA, PCC, will help you take the guesswork out of hiring salespeople.  You have three options:  1) call Connie at 602-997-1101; 2) email her at connie@exceptionalsales.com; 3) order an assessment and experience the process http://www.salesassessmenttesting.com/order/ Connie has helped hundreds of employers make smart decisions.

What to look for in a pre-employment sales test

How important is consistent proactive prospecting to your sales position? If your answer to this question is “vitally” important, then you must use the SPQ Gold Assessment as your pre-employment sales test.  The SPQ Gold is the only pre-employment sales test that measures Sales Call Reluctance, the emotional hesitation to prospect and self-promote.

There are twelve (12) types of Sales Call Reluctance.  Telephobia, which is the fear of using the telephone to prospect is only one type.  How important is using the telephone to succeed in your position?  Doesn’t it make sense to know if your candidate is telephobic prior to hiring them?

Social self-consciousness Sales Call Reluctance is discomfort due to pre-intimidation of the high net worth prospect, or the prospect that has more education or power than the salesperson or is prestigious or has high status in the industry of community.  The salesperson target avoids versus target markets!  If you have a high end product or your product/service requires your salespeople to call on lawyers, doctors, accountants — you will want to make sure that your salesperson will prospect with confidence into these markets.

These are only two of the twelve types of Sales Call Reluctance that will be revealed on the SPQ Gold — the only pre-employment sales test in the world that measures Sales Call Reluctance.

Order today and experience the only pre-employment sales test that will filter out Sales Call Reluctance issues.  http://www.salesassessmenttesting.com/order/

Connie Kadansky, MA, PCC, will help you take the guesswork out of hiring salespeople.  Call her today at 602-997-1101 or email connie@exceptionalsales.com She will provide the pre-employment sales test along with personal interpretation and follow through questions to help you make the best hiring decisions.

How motivated is your sales candidate?

Motivation is the physical and psychological energy available to prospect.  How can you ascertain how much motivation someone has in an interview?

Recently had a client who tested an experienced sales candidate who scored low on motivation on the SPQ Gold Assessment.  You can be the best company, best manager, have everything in place for your salespeople to succeed, but if someone does not feel well physically or psychologically, they will not prospect consistently.   Increasing motivation must come from within an individual to make proper lifestyle decisions that affects their energy level.

Are you willing to hire someone and hope that you they will take steps to increase their motivation?  Recommend if you do, that you seriously consider also hiring a coach for the individual or personally commit to your coaching them solely on their motivation issue.

The SPQ Gold reveals the motivation of your sales candidates  (how much gas is in the gas tank/how much juice is in the battery)!

Salesperson with high telephobia

Recently a small business owner invested in the Sales Call Reluctance assessment prior to hiring a salesperson.  His candidate had been successful as an on-the-street type salesperson.  However, in the dynamic of his small business, the salesperson would be in-office and required to use the telephone to prospect.  The SPQ assessment revealed high telephobia.  It also disclosed low goal level  — fire in the belly.  This candidate was short of “want to” when it comes to prospecting.  Further interviewing revealed he was looking for a place to land until he could find another sales job that didn’t require telephone prospecting and daily activity requirements.   Based on the results of the SPQ assessment, along with another interview with specific questions zeroing in on the areas of concern, the employer decided to pass on this particular candidate.

How could this small business owner find out that his candidate was adverse to using the phone to prospect and lacked fire in the belly in only through the interviewing process?  There are certain prospecting issues that only the Sales Call Reluctance assessment can flush out.

Connie Kadansky, MA, PCC, Sales Call Reluctance coach, helps employers hire salespeople who can and will prospect. 602-997-1101, connie@exceptionalsales.com

Do your sales candidates exaggerate and embellish?

Billy whispers “My daddy is so strong he can lift a horse.”  Drew replies “Oh yeah, prove it.”

Excellent salespeople are persuaders.  They love to influence people and to get prospects to say “yes.”  When you are interviewing sales candidates, how do you know when someone is exaggerating and embellishing?  Most salespeople are disciplined enough and honest enough not to stretch the truth too far. . . however, when it comes to asking them about their past performance and their prospecting, I encourage you to get objective proof of past performance.

The SPQ Gold assessment has a measurement for impression management.  It lets you know whether your sales candidate is attempting to spin the assessment and look a little bit better on paper than they may do prospecting.

Connie Kadansky, Sales Call Reluctance Coach helps employers find out if their sales candidates are likely to prospect consistently.  connie@exceptionalsales.com or 602-997-1101

Connie is conducting a free webinar on the Inner Game of Prospecting:  How to Overcome Sales Call Reluctance on September 22, 2010 at 9:00 a.m. pacific time.  Please email her for an invitation.  She will be covering the SPQ Gold Assessment.