Hiring Sales Reps . . . Gut vs. Data? - Safari Solutions

Hiring Sales Reps . . . Gut vs. Data?

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One reason sales reps are difficult to hire is they tend to have high “relationship effectiveness.”  In simple words, they are “likeable.”  They convince us early on in the interview process that they are a good fit because we like them.  And people buy from people they like, right?   

Wrong!  It takes more than “likability” to be effective in sales.   When evaluating sales candidates, one quick and effective way to evaluate successful traits and competencies without being biased by likability is through assessments.  Assessments give objective data, which is a more reliable predictor than “going with your gut.”  Utilize assessments to evaluate the following competencies to gauge someone’s likelihood of sales success.

  • Ambition & Drive
  • Problem Solving
  • Process Orientation
  • Relationship Effectiveness
  • Control & Close

Safari Solutions recommends and utilizes the Devine Inventory Assessment to evaluate sales candidates.  This assessment provides a quantitative score for each of the above competencies that are essential to success for sales professionals. 

Trusting your gut is not a strategy for hiring sales professionals, unless you want to waste valuable time, money and resources on people who can not sell.  Why wait 6 months to know if a person can or can not close a deal?  Wouldn’t you rather know before you hire the person?


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