What's the REAL problem in hiring salespeople?
Job seekers view the interview as their opportunity to GET YOU TO LIKE THEM. It enhances the chances of them getting hired. And you - being human - are programmed by nature to respond favorably to someone who you LIKED, making an objective look at that person difficult (if not impossible). That masks important information on that person's fitness for the job of selling.
The problem:
A. Selling is not about being liked
B. Too many sales reps think it is, and end up getting used by prospects and clients as they seek to be liked
C. Human nature favors likeable people, and when presented with one, masks shortcomings in that person
D. The likeable sales reps get hired despite the performance problems waiting to sabotage the new employer
E. The organization suffers from long selling cycles, price pressure, wasted proposal & RFP response effort, and ultimately lower sales and increased turnover.
The solution:
Use assessment and testing to discover which sales candidates will be most effective at selling, regardless of how likeable they might seem in the hiring process.
To fix the problem, call us at 703.532.0365 or complete the short information request form here.