{"id":1943,"date":"2009-03-12T08:52:00","date_gmt":"2009-03-12T13:52:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/spooky-accurate-assessments\/"},"modified":"2009-03-12T07:13:45","modified_gmt":"2009-03-12T12:13:45","slug":"spooky-accurate-assessments","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/spooky-accurate-assessments\/","title":{"rendered":"Spooky Accurate Assessments"},"content":{"rendered":"<p>From <a href=\"http:\/\/www.inc.com\/magazine\/20090301\/sales-and-marketing.html?partner=rss\" target=\"_blank\">Inc.com\u2019s article<\/a> on how to screen sales candidates:<\/p>\n<blockquote><p>It cost $400 a candidate, and the recruits took the tests online. Dolan and Kinaxis&#8217;s star salesperson took the test, too, and Opus analyzed their test scores and created a personality benchmark. Afterward, Opus discussed the results with each of the candidates to see if any of them disagreed with the assessments. None did. &#8220;They&#8217;re spooky accurate,&#8221; Dolan says.<\/p><\/blockquote>\n<p>We use <a href=\"http:\/\/www.selectmetrix.com\/Assessing_Main.html\" target=\"_blank\">spooky accurate assessments<\/a> for all of our sales candidates.\u00a0 Assessing sales candidates is one of the best ways to cut through the veneer and see what they are truly made of.\u00a0 This article places a priority on personality assessments which is fine but not ideal.\u00a0 However, a personality assessment is still better than no assessment.<\/p>\n<p>We categorize personality as Selling Style and it is analogous to fashion style.\u00a0 It is the means by which the salesperson <em>prefers<\/em> to communicate, but it shouldn\u2019t be a knockout factor when hiring.\u00a0 Companies who hire based on personality tend to be the ones who believe that all successful salespeople are extroverts.\u00a0 Not true and we have years of assessments to prove it.<\/p>\n<p>Using the fashion analogy, there are a few faux pas that would lead you to seriously question a candidate (yes, I have sat through those interviews too).\u00a0 The personality style is similar \u2013 there are some that are probably a complete mismatch to the position\u2019s needs.\u00a0 Those candidates should still be pursued in the interview process with questions to reveal more of their style.<\/p>\n<p>The better assessment for successful sales hiring is to measure their motivations, natural aptitudes and existing skills.\u00a0 These factors are far more predictive of success in a sales position than personality.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>From Inc.com\u2019s article on how to screen sales candidates: It cost $400 a candidate, and the recruits took the tests online. Dolan and Kinaxis&#8217;s star salesperson took the test, too, and Opus analyzed their test scores and created a personality benchmark. Afterward, Opus discussed the results with each of the candidates to see if any of them disagreed with the assessments. None did. &#8220;They&#8217;re spooky accurate,&#8221; Dolan says. We use spooky accurate assessments for all of our sales candidates.\u00a0 Assessing sales candidates is one of the best ways to cut through the veneer and see what they are truly made of.\u00a0 This article places a priority on personality assessments which&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2009\/03\/spooky-accurate-assessments\/\">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_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_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":[6,16],"tags":[294,330,38,1247,352],"class_list":["post-1943","post","type-post","status-publish","format-standard","hentry","category-assessing","category-hiring-salespeople","tag-sales-assessment","tag-sales-candidate","tag-sales-hiring","tag-sales-personality","tag-sales-test"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-vl","jetpack-related-posts":[{"id":2309,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/04\/big-personalities-in-selling\/","url_meta":{"origin":1943,"position":0},"title":"Big Personalities In Selling","author":"Derrick Moe","date":"April 14, 2010","format":false,"excerpt":"We\u2019re an assessment company so you can imagine how adamant I am about assessing candidates (not just for sales positions either).\u00a0 However, in sales it is crucial to use assessments to cut through the sales candidates\u2019 well-developed social skills.\u00a0 Unfortunately, many assessment tools focus on personality only which is not\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":435,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/why-assessing-works-stopping-the-fakers\/","url_meta":{"origin":1943,"position":1},"title":"Why Assessing Works &#8211; Stopping the Fakers","author":"Derrick Moe","date":"November 10, 2006","format":false,"excerpt":"CareerJournal.com again with this article - Pre-Hire Tests Aim To Stop 'Fakers'. I like to riff on this topic often. My comment - if we could simply keep the fakers off your payroll, we would be worth our weight in gold. Along those lines, I think the most accurate pricing\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":214,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/properly-using-pre-employment-tests\/","url_meta":{"origin":1943,"position":2},"title":"Properly Using Pre-Employment Tests","author":"Derrick Moe","date":"August 4, 2006","format":false,"excerpt":"CareerJournal posted this article - Six Things You Should Know About Pre-Employment Tests - earlier this week. The article is an excellent story for executive-level candidates to read closely. First, an interesting stat: Pre-employment testing is on the rise. In the past five years, 60% of companies have increased their\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1487,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/assessments-shorten-interviews\/","url_meta":{"origin":1943,"position":3},"title":"Assessments Shorten Interviews","author":"Derrick Moe","date":"March 27, 2008","format":false,"excerpt":"I've read many sales technique articles recently that discuss how to approach a prospect.\u00a0 Salespeople are expected to have a cursory knowledge of the company itself, it's market and, to some extent, whether or not they have a solution that may be a fit for this prospective customer.\u00a0 Gone are\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":34,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/an-opportunity-limiting-move\/","url_meta":{"origin":1943,"position":4},"title":"An Opportunity-Limiting Move","author":"Derrick Moe","date":"May 17, 2006","format":false,"excerpt":"What If Employers Want You to Take a Personality Test? is a stretch of an article from monster.com. Surely it is written to generations X and Y and falls under the category \"Work\/Life Balance.\" (see our new article released this week regarding this topic). The author advocates a position of\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1433,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/personality-assessments-and-stereotypes\/","url_meta":{"origin":1943,"position":5},"title":"Personality Assessments And Stereotypes","author":"Derrick Moe","date":"February 22, 2008","format":false,"excerpt":"Personality assessments, or \"communication style\" as I prefer, are highly valuable in the hiring process for one important aspect - communication.\u00a0 How many office conflicts have you seen where poor communication was adding oxygen to the fire?\u00a0 We see it in almost every office conflict. One way to diffuse these\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1943","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=1943"}],"version-history":[{"count":1,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1943\/revisions"}],"predecessor-version":[{"id":1944,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1943\/revisions\/1944"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1943"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1943"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1943"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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