{"id":22,"date":"2006-05-12T14:22:29","date_gmt":"2006-05-12T19:22:29","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=22"},"modified":"2006-05-12T14:24:15","modified_gmt":"2006-05-12T19:24:15","slug":"updated-pages-on-sales-skills","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/updated-pages-on-sales-skills\/","title":{"rendered":"Updated Pages on Sales Skills"},"content":{"rendered":"<p>We have updated the information on our <a href=\"http:\/\/www.selectmetrix.com\/Process_Sales_Skills.html\" target=\"_blank\">Sales Skills<\/a> page to be more explicit in describing the abilities we measure with that assessment.  Part of our process is to analyze all of the reports in sum to identify what we call &#8220;threads&#8221; that run through them.  The threads reveal call reluctance, hunting vs. farming, discounting and many other pieces of information that differentiate the best salesperson from the best interviewee.<\/p>\n<p>We will be adding a threads page at some point, but for now, check out the expanded detail of the <a href=\"http:\/\/www.selectmetrix.com\/Process_Sales_Skills.html\" target=\"_blank\">Salles Skills section<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>We have updated the information on our Sales Skills page to be more explicit in describing the abilities we measure with that assessment. Part of our process is to analyze all of the reports in sum to identify what we call &#8220;threads&#8221; that run through them. The threads reveal call reluctance, hunting vs. farming, discounting and many other pieces of information that differentiate the best salesperson from the best interviewee. We will be adding a threads page at some point, but for now, check out the expanded detail of the Salles Skills section.<\/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":[8],"tags":[],"class_list":["post-22","post","type-post","status-publish","format-standard","hentry","category-website"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-m","jetpack-related-posts":[{"id":1228,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/the-case-against-cloning\/","url_meta":{"origin":22,"position":0},"title":"The Case Against Cloning","author":"Derrick Moe","date":"October 9, 2007","format":false,"excerpt":"I had an interesting, quick call this morning with a suspect who was interested in our assessment tools.\u00a0 His question involved cloning, specifically, why not clone his top salespeople for a benchmark. We don't benchmark in our hiring process or assessments.\u00a0 The presumption is that you can find a clone\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":2354,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/06\/social-skills-vs-sales-skills\/","url_meta":{"origin":22,"position":1},"title":"Social Skills vs. Sales Skills","author":"Derrick Moe","date":"June 24, 2010","format":false,"excerpt":"If you\u2019re talking you\u2019re not selling.\u00a0 That is an old axiom I learned early in my sales career and it is always true.\u00a0 Talking does not equal selling. Unfortunately, people not experienced in sales hiring often have the opposite view.\u00a0 Their stereotypical belief is that the best salespeople are the\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1408,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/the-reason-behind-ruts\/","url_meta":{"origin":22,"position":2},"title":"The Reason Behind Ruts","author":"Derrick Moe","date":"February 7, 2008","format":false,"excerpt":"Totally fascinating post from Steve Clark titled Why is change so difficult? The human organism is resistant to change. The body tries to maintain what physiologists call homeostasis. This is the physical state of equilibrium or status quo. The body is designed to operate in a very narrow range of\u2026","rel":"","context":"In &quot;Anecdotes&quot;","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1713,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/required-skills-sales-ability\/","url_meta":{"origin":22,"position":3},"title":"Required Skills-Sales Ability","author":"Derrick Moe","date":"August 20, 2008","format":false,"excerpt":"From an ad for a National Sales Manager: Required Skills: 1. Product knowledge. The ad lists 3 other \"non-sales\" skills.\u00a0 Sales is that strange position where many hiring managers focus on skills other than selling.\u00a0 Is it any wonder there are so many sales hiring horror stories?","rel":"","context":"In &quot;Employment Ads&quot;","block_context":{"text":"Employment Ads","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":762,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-skills-trump-all-others\/","url_meta":{"origin":22,"position":4},"title":"Sales Skills Trump All Others","author":"Derrick Moe","date":"March 20, 2007","format":false,"excerpt":"There is something about industry experience that is seductive to many hiring managers. The allure of a salesperson who has been \"in the industry\" for some time is almost irresistible. The same infatuation seems to exist with salespeople once they are on the payroll. The salesperson's ability to understand the\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2128,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/10\/this-is-85-of-sales-success\/","url_meta":{"origin":22,"position":5},"title":"This Is 85% Of Sales Success","author":"Derrick Moe","date":"October 8, 2009","format":false,"excerpt":"From an article in our local StarTribune.com (bold mine): A Carnegie Foundation study once found that only 15 percent of a businessperson's success could be attributed to job knowledge and technical skills -- considered an essential element but overall, a small contribution. A whopping 85 percent could be determined by\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"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\/22","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=22"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/22\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=22"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=22"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=22"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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