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Assessments are routinely used to evaluate current sales team members and sales candidates. Yet, most assessment tools are not sales specific. Most ask the same questions for all positions (sales and non-sales). DISC, Predictive Index, Kolbe, Culture Index and many others fall into this category. These standard assessments may be great at identifying communication style and other behaviors, but can they pick sales winners?
Fortunately, there are sales specific assessment tools that are great at identifying DRIVE which is the primary attribute of top sales performers. Sales specific assessments can also determine if sales team members possess other behaviors essential to sales success.
Sales positions are not created equal. They come in all different shapes and sizes. Consequently, a sales person’s success in one sales environment does not guarantee success in others. Thus, matching an individual’s sales style to the position’s sales style is important.
Here are a few questions to help identify a position’s sales style:
• Is the sales position a Hunter (new biz) or Farmer (existing accounts) role?
• Does your company compete on price or sell value?
• Does the position require patience and discipline to manage a long complex sales cycle? Or can your product/service be sold quickly through a web presentation?
First, fortify your sales hiring strategy by identifying sales performers with DRIVE. Internally driven people know how to set goals, develop a sales plan to achieve the goals, and are disciplined to work the sales plan. Next, match your DRIVEN sales candidates to the style of your sales position.
We have the right assessment tool to measure internal DRIVE that identifies potential sales performers. If you would like to assess your current sales team or assess sales candidates in an upcoming search, give us a call at 317-578-1310. Or email us at firstname.lastname@example.org