Often, it is not<\/a>. The best candidate will quickly fail in a new role if their manager is not aligned with them in the role. What I mean by that is we often see managers who have no idea how to effectively lead this new person who has joined their team. Typically, the manager manages to their own style. Any team members who do not align with this approach are removed. The manager then leads to the hiring process and fills the opening with a clone of themselves. Soon they have filled the team with employees who share the same strengths and similar weaknesses.<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"I had a good conversation today about a business owner whom we assessed as a salesperson and found some varied results. The owner was strong in some areas but weak in some important aptitudes. This led to the discussion that the owner was one of the best people at actually selling this service so how could they have lower scores in these areas. Some important points about this scenario: Hiring is a complex process with an almost limitless amount of variables. A successful process needs to incorporate objective data and then use it interactively with the candidate. Our approach is to pursue specific topics, in an indirect manner, once we… 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":[6,4,11],"tags":[],"class_list":["post-421","post","type-post","status-publish","format-standard","hentry","category-assessing","category-sales-management","category-team-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-6N","jetpack-related-posts":[{"id":1707,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/when-to-test\/","url_meta":{"origin":421,"position":0},"title":"When To Test","author":"Derrick Moe","date":"August 14, 2008","format":false,"excerpt":"Selling Power's Hiring Newsletter takes a look at assessments used in the hiring process.\u00a0 This is a topic near and dear to our hearts in that we assess sales candidates with online tests.\u00a0 One paragraph jumped out (emphasis mine): According to Whittle, the average test runs around $200, but there\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":2354,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/06\/social-skills-vs-sales-skills\/","url_meta":{"origin":421,"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 "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":1740,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/09\/the-true-life-assessment\/","url_meta":{"origin":421,"position":2},"title":"The True-Life Assessment","author":"Derrick Moe","date":"September 26, 2008","format":false,"excerpt":"I was out all yesterday helping the medical clinic where my wife works move into a new facility.\u00a0 I am a wannebe geek so I moved their small computer network for them and installed a new computer for the owner.\u00a0 The interesting item I observed was the work ethic of\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":1487,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/assessments-shorten-interviews\/","url_meta":{"origin":421,"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 "Assessing"","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1943,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/spooky-accurate-assessments\/","url_meta":{"origin":421,"position":4},"title":"Spooky Accurate Assessments","author":"Derrick Moe","date":"March 12, 2009","format":false,"excerpt":"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'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\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":2465,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/12\/gotcha-questions\/","url_meta":{"origin":421,"position":5},"title":"Gotcha Questions","author":"Derrick Moe","date":"December 9, 2010","format":false,"excerpt":"Do you know what I mean by \u201cgotcha questions?\u201d\u00a0 These are the questions designed to trap, trick or zap a candidate.\u00a0 These types of questions are often used by interviewers who believe they need to \u201cwin\u201d the interview.\u00a0 I know it sounds odd and uncommon (I certainly hope 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":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/421","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=421"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/421\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=421"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=421"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=421"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}