Sales is often said to be the lifeblood of any business. And at the core of every successful sales team are dedicated, skilled sales professionals. But how do businesses ensure they’re recruiting the right people for their sales teams? How do they differentiate between those who can sell and those who just talk a good game?
Enter sales-specific assessments.
While traditional recruitment methods can be effective in weeding out unsuitable candidates, sales-specific assessments provide a more targeted, in-depth understanding of a candidate’s potential and suitability for a sales role. One renowned entity that offers such assessments is our partner, the Objective Management Group (OMG). Their sales-specific assessments have transformed the recruitment processes for many companies, bringing in clarity, efficiency, and accuracy.
The Need for Sales-Specific Assessments
1. Holistic Evaluation: Traditional interviews assess a candidate based on their presentation skills, history, and perhaps a few situational questions. While these are undeniably important, they don’t necessarily evaluate a candidate’s complete sales capability. Sales-specific assessments consider all facets of a sales role, from prospecting and closing to account management.
2. Reducing Recruitment Errors: The cost of a bad hire, especially in sales, is significant. Not only is there the immediate financial cost, but the time spent training, the potential damage to customer relationships, and the disruption to team dynamics are all potential consequences. Sales-specific assessments reduce these risks by providing data-driven insights into the candidate’s fit for the role.
3. Cultural Alignment: A candidate might have a stellar sales record but might not necessarily fit well within a company’s unique culture. Assessments can highlight traits, preferences, and motivations, helping businesses identify candidates who align with their values and mission.
A Data Driven, Objective Approach
The Objective Management Group (OMG) stands out in its methodology. Their sales assessments are not just about identifying selling skills, but also about unearthing hidden challenges, weaknesses, and potential growth areas. Here’s how their approach is changing the game:
1. Sales DNA: OMG delves deep into the candidate’s ‘Sales DNA’, which refers to the underlying traits and competencies that make a salesperson tick. This includes a candidate’s comfort discussing money, their ability to handle rejection, and their level of self-assuredness when selling.
2. Skills vs. Will Analysis: It’s one thing to have the skills; it’s another to have the drive. OMG’s assessments differentiate between a candidate’s sales capabilities and their will to sell. A candidate might know the best sales techniques, but if they lack the motivation to apply them, they won’t be successful.
3. Tailored Recommendations: OMG doesn’t just provide raw data. They offer tailored recommendations on how a candidate might fit into a team, what training they might need, and what their potential trajectory within the organization could be.
4. Consistency and Reliability: With over two million salespeople assessed, OMG’s tools have a proven track record. Their consistency ensures that businesses can trust the results and make informed decisions.
Implementing Sales Assessments in Your Recruitment Process
While the merits of using sales-specific assessments like those from OMG are evident, businesses might wonder how to seamlessly incorporate them. Here are a few steps:
1. Initial Screening: Begin with your traditional recruitment methods — reviewing resumes, conducting initial interviews, and so forth.
2. Assessment Stage: After the initial screening, shortlist candidates should undergo the sales-specific assessment. This will provide deeper insights and further refine your list of potential hires.
3. Post-Assessment Interviews: Using the data and insights from the assessment, conduct in-depth interviews. This will not only validate the findings but also help contextualize them.
4. Feedback and Onboarding: For candidates who are selected, the assessment results can be invaluable during the onboarding and training phase. It offers a roadmap for their professional development.
A Final Thought
In a competitive business landscape, the importance of hiring the right salespeople cannot be overstated. It’s not just about increasing revenue, but also about fostering long-term customer relationships, promoting brand loyalty, and ensuring sustained growth.
Sales-specific assessments, especially those from reputable entities like Objective Management Group, are revolutionizing the sales recruitment process. By offering in-depth, holistic, and reliable insights into a candidate’s suitability for sales roles, these assessments are not just changing how businesses recruit, but ensuring they do so with confidence, precision, and success.
For more information or to discuss your particular situation contact us at the following…
www.transformativesalessystems.com
765-623-5623