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Pre-hire assessments that clearly state “hire” or “don’t hire”

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A VP of sales called last week to inquire about the SPQ Gold Assessment.  He is currently using an assessment that clearly states  “hire” or “don’t hire” on the report.  His suspicion is that he is passing up on good sales candidates.  In my view and experience, he has a legitimate concern.

We give our hiring authorities more credit than completely basing their hiring decisions on an assessment.  The SPQ Gold and all other assessments are only tools in the tool box.

There are some sales managers who can train and develop through Overpreparer and Yielder Sales Call Reluctance.  At the same time, there are managers who have zero patience for the Yielder behavior.  This needs to be taken in consideration when making hiring decisions.

When reviewing a sales candidate’s assessment with my clients, I provide a professional consult and interpret specific measurements, along with inquiry as to the manager’s style and leave the decision to “hire” or “don’t hire” to them.

 

 

 

 

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.