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.