We’re an assessment company so you can imagine how adamant I am about assessing candidates (not just for sales positions either). However, in sales it is crucial to use assessments to cut through the sales candidates’ well-developed social skills. Unfortunately, many assessment tools focus on personality only which is not a reliable or repeatable predictor of sales success. My experience has been that most people focus on big personalities when it comes to selling. If the person is a good talker, tells funny stories, lights up the room, etc., then they must be a good salesperson. The bigger the personality, the more they will sell. Ok, I grant you that… Read More
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