If you are a hiring manager working in the sales sector, you’ve learned not to have your hopes too high when it comes to retaining new employees for the long term. So often, it can take months to decipher whether or not a new hire’s sales personality will suit their position, and your company. Unfortunately, traditional hiring processes which involve the collection of resumes and conducting interviews help very little when filling jobs in this particular industry. Just because somebody sounds good on paper, or even in person, does not mean they’ll be able to meet the quotas you’ll require them to.
The reason why so many salespeople do not find success is primarily because sales style is not something that can be learned. Skills can be taught but the overall attitude an employee exhibits on a call is crucial for fostering relationships with potential customers. One way to discover a candidate’s sales style prior to hire is by implementing a sales personality test within the application, ideally at the beginning. This will save hiring managers time and show them which candidates to seriously consider meeting with.
These tests are available through providers like SalesTestOnline that work with your organization to create a target sales profile for your unique position – analyzing the traits that would make a candidate more successful over other applicants, and analyzing the motivational style needed to perform well. What’s more is these tests only cost a fraction of the price when compared with similar services. Hop on their site to learn more information about sales personality tests and how they can help you improve your hiring process right, saving you time and money.
Tests only take a candidate 10 minutes to complete and results are sent instantly to the hiring team. It not only saves time on the part of the employer, but on the part of the applicant as well as it steers them away from a role they would likely be unfit for, become frustrated doing, and ultimately move on from. To create your benchmark profile, you can even have your top salespeople take a mock test themselves to determine which qualities to keep an eye out for.
In interviews, many applicants will play up the sales personality they suspect employers are looking for, a sales personality test however cuts through these tactics. It is designed by industrial psychologists to carefully measure openness, conscientiousness, extraversion, agreeableness, and negative emotionality based on a series of questions that applicants are not likely to know how to falsify, so they answer honesty. The test also takes into the account that some applicants will attempt to “answer correctly” and cuts through this façade.
It’s challenging when you’ve hired three different people for a single role in just one year. It’s even more disheartening when this is happening across the board at your company and stunting your enterprise’s growth. Rather than putting yourself in the line of fire for another hiring risk, discover what your business and what the role you’re hiring for truly demands. Find an employee that will remain with you for a long time – one who promotes growth and plays an integral part on your sales team.