assessments<\/a>, but only if delivered in the right manner.\u00a0 In this economy, assessments to salespeople spell trouble in their world.\u00a0 If used correctly, they can provide the sales manager with a path for getting the most out of his or her team.<\/p>\n","protected":false},"excerpt":{"rendered":"This economy is tough for everyone but especially for salespeople.\u00a0 Money is tight, companies are delaying decisions and jobs are on the line.\u00a0 Yet, through it all sales must continue\u2026and they do. One, well, macabre thought through this time is that this economy is a tool that separates the order takers from the closers.\u00a0 If you think about it, the salespeople who have rested on a strong territory, one large customer or golden leads are now having to face a prospecting situation.\u00a0 For some this is a nightmare of slasher movie proportions. I have seen a company\u2019s perception of a \u201cstrong\u201d salesperson change dramatically during similar economic times.\u00a0 This downturn… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[6,49,4],"tags":[1174,1173,1171,852,1172],"class_list":["post-1868","post","type-post","status-publish","format-standard","hentry","category-assessing","category-economy","category-sales-management","tag-assessing-sales","tag-filtering-salespeople","tag-sales-in-bad-economy","tag-slow-economy","tag-strong-salespeople"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-u8","jetpack-related-posts":[{"id":1402,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/the-demand-for-salespeople\/","url_meta":{"origin":1868,"position":0},"title":"The Demand For Salespeople","author":"Derrick Moe","date":"February 5, 2008","format":false,"excerpt":"Salespeople, with strong skills, are always in demand in any economy.\u00a0 Certainly some sales opportunities have an ebb and flow tied to the current economic conditions, but those are mainly business-to-consumer positions.\u00a0 From that understanding comes a 2008 sales hiring outlook from Monster.com. First key graph: In 2008 as always,\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1663,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/first-round-cuts\/","url_meta":{"origin":1868,"position":1},"title":"First Round Cuts","author":"Derrick Moe","date":"July 16, 2008","format":false,"excerpt":"The frequency of layoffs has started to rise as the economy continues it's slow progression (no, it hasn't recessed).\u00a0 Up here in Minnesota we have experienced some large layoffs recently.\u00a0 But there is an interesting point in all of these layoffs when it comes to salespeople. Many times the underperformers\u2026","rel":"","context":"In "Economy"","block_context":{"text":"Economy","link":"http:\/\/selectmetrix.com\/blogs\/category\/economy\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1414,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/whats-hot-in-a-recession\/","url_meta":{"origin":1868,"position":2},"title":"What’s Hot In A Recession","author":"Derrick Moe","date":"February 11, 2008","format":false,"excerpt":"More stories are appearing that address \"recession-proof jobs\" in response to our slowing economy.\u00a0 Timely titles for sure, but one position is always recession-proof and that is sales; specifically successful sales. Case in point, Job Hunting in a Recession from The Wall Street Journal: Target critical posts. \"The safest jobs\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2393,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/08\/of-objectivity\/","url_meta":{"origin":1868,"position":3},"title":"Of Objectivity","author":"Derrick Moe","date":"August 9, 2010","format":false,"excerpt":"I preach this point from the mountaintop as often as possible so I\u2019ll continue here \u2013 sales is the single most difficult position to hire in any company.\u00a0 The reason is simple, accurately predicting sales success by discerning candidate capabilities is\u2026well, often a crapshoot.\u00a0 This fact is why it is\u2026","rel":"","context":"In "Assessing"","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1514,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/04\/now-is-the-time\/","url_meta":{"origin":1868,"position":4},"title":"Now Is The Time","author":"Derrick Moe","date":"April 14, 2008","format":false,"excerpt":"We have been sourcing for a handful of sales positions around the country this past weekend and we are starting to see some potential movement of strong candidates.\u00a0 What I mean is that there is some contraction about to start among large sales forces.\u00a0 Some strong salespeople will be pushed\u2026","rel":"","context":"In "Hiring"","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3211,"url":"http:\/\/selectmetrix.com\/blogs\/2017\/03\/oddities-that-make-strong-salespeople-noncompliance\/","url_meta":{"origin":1868,"position":5},"title":"Oddities That Make Strong Salespeople-Noncompliance","author":"Derrick Moe","date":"March 9, 2017","format":false,"excerpt":"I\u2019ve been assessing salespeople since 2001 which, as you can imagine, has provided some unique experiences.\u00a0 These experiences have revealed some odd factors that seem to be supportive of sales success. The oddity is that there seems to be a yin and a yang to abilities\u2026a give and a take.\u00a0\u2026","rel":"","context":"In "Assessing"","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/03\/Carnival.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/03\/Carnival.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/03\/Carnival.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1868","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1868"}],"version-history":[{"count":2,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1868\/revisions"}],"predecessor-version":[{"id":1870,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1868\/revisions\/1870"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1868"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1868"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1868"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}