There is a major issue with using sales hiring assessment tools, but it’s not the technology. Listen to this episode to find out what causes them to fail.
I’m sure there are a number of sales hiring assessment companies viewing this episode ready for a fight. Relax, the issue with sales hiring assessments tools has nothing to do with your science or technology. You’ve done your job and developed a way to evaluate sales talent.
The issue is how sales managers use the tools. Most of these were never intended to deliver a “hire/no hire” decision. But, many of you use them that way.
Let me ask you this. If you are going to use the tool that way, why bother interviewing at all? Just hand them the assessment and make the offer. Assessments can be a very helpful tool for you if you use them as they are intended…to provide you with another data point when evaluating sales candidates.
The key for you is to ensure you have the proper steps in place to evaluate sales talent. Hopefully you aren’t looking for great sales people… Look for the right sales people with the potential to be great in your company.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.