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The 13 Best Criteria for Choosing Sales Assessments

by .(JavaScript must be enabled to view this email address) | on January 09, 2009 | about Recruiting, Profiling Tools & Skills | 3 Comments

The 13 Best Criteria for Choosing Sales Assessments

The sales assessment chosen for use in a recruiting process should:

1. Be scientifically validated for the position. The process and cost of validation, if any, should be included in the RFP. Validation documentation should be provided to company adminstator.

Explanation: Many companies and individuals marketing personality profiles...

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Friends & Heroes

I had always worked hard as a salesperson and a sales leader. Like most sales leaders, I wasn't taught about the sales process and how to coach activities. That left me with doing rah-rah or a forced focus on rep results not process.

After doing some research with top leaders in other markets, and asking my team questions like, "What activities can you improve on or start doing to make more sales?," I focused my coaching on activity management leading to sales. Results? 200% increase in January and February over previous months. Sales increased another 100% by April. But the best part was coaching activity and not negativity stemming from slow sales.
Greg Karnes
Cellular Sales

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The 13 Best Criteria for Choosing Sales Assessments

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