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 a reliable or repeatable predictor of sales success.<\/p>\n
My experience has been that most people focus on big personalities when it comes to selling.\u00a0 If the person is a good talker, tells funny stories, lights up the room, etc., then they must be a good salesperson.\u00a0 The bigger the personality, the more they will sell.\u00a0 Ok, I grant you that is oversimplifying it, but you get my point.\u00a0 I have encountered it for years when working with hiring managers.<\/p>\n
The issue becomes more pronounced when these same hiring managers employ a personality assessment only.\u00a0 Now they look for big personalities with highly extroverted assessment results to confirm their gut-level decision to pursue a boisterous candidate.\u00a0 Sales is a listening profession \u2013 asking the right questions, gathering information and directing decisions are the core competencies of sales success.<\/p>\n
I always tell prospects who are using personality assessments that it is good they are using assessments.\u00a0 They do tell you something of the candidate\u2019s style that hiring managers can use in interviewing.\u00a0 But if you want to know how they will perform in the role, you have to measure their skills, aptitudes and motivations<\/a>.\u00a0 These items are<\/em> predictive of success and provide a detailed view of a salesperson\u2019s abilities.<\/p>\n","protected":false},"excerpt":{"rendered":" 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 a reliable or repeatable predictor of sales success. My experience has been that most people focus on big personalities when it comes to selling.\u00a0 If the person is a good talker, tells funny stories, lights up the room, etc., then they must be a good salesperson.\u00a0 The bigger the personality, the more they will sell.\u00a0 Ok, I grant you that… 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_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_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","enabled":false},"version":2}},"categories":[6,16],"tags":[1752,96,1748,1560,294,38,352],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-Bf","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2309"}],"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=2309"}],"version-history":[{"count":2,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2309\/revisions"}],"predecessor-version":[{"id":2318,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2309\/revisions\/2318"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2309"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2309"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2309"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}