Predictive Sales Hiring Assessment2020-03-31T11:56:24+00:00

Remote Salesperson Hiring Assessment

We all think of the ultimate sales professional as a hard worker, someone with an entrepreneurial spirit and the desire to get the job done regardless of the sacrifices involved. He/she would be nothing without a strong work ethic…but what kind? In sales, one focuses on quality, the other on quantity. Which type does your sales team possess?
When assessing your sales type it is important to understand your sales process. Review your recent sales. Are they more strategic or transactional? If multiple decision-makers and a team approach were required to close the deal, your sales type is more strategic in nature. If your sales are relatively simple and quick to close, your sales type is more transactional. The way you track your team's sales is also telling. Do you monitor your team's sales forecast on a daily, weekly, monthly or quarterly basis? The shorter the tracked sales forecast the more transactional the sales type; longer forecasts typically indicate a more strategic sales type.
As sales professionals, it is our job to uncover a need. Some sales people are highly skilled at creating a need, while others are better at selling to an established need. Review your sales process and examine past successes. Look for instances in which your sales team had to create need. Did you find sales calls where the buyer did not understand the solution prior to the call, but clearly perceived value at the conclusion of the call? This is an example of a created need.
Salespeople vary in their ability to handle rejection and difficult client interactions. Prospecting, for instance, requires a “thick skin” and the ability to handle a lot of rejection, while account management requires a great sense of empathy and tolerance. Explore your current sales approach to see if your team is driven by cold calling and rejection or relationships. There are two types of sales people. The “hunter” enjoys the thrill of the chase and is not afraid of rejection. The “farmer” is more focused and comfortable working with his/her current clients. Which type of personality is a better fit for your team?
Salespeople vary in their ability to close business at the natural conclusion of a sales process. Some put in a basic effort while others feel obligated to find a solution. Some respond uncomfortably if a client or prospect does not agree with them. Salespeople manifest persuasion in different ways. Some are more interested in agreeing with others to keep the peace while others will advocate and defend their position. They differ in the degree to which they will engage with the purpose of overcoming the objection.
Certain sales people resonate with C-Level buyers while others feel more comfortable with lower-level decision-makers. Explore your current sales process to determine with which audience your sales team finds the most comfort. Do they find common interests and comfort with the average professional? Or are they involved with C-Level buyers and complex processes with multiple buyer influences across several people?
Every sales force is built around either an inside or outside sales model. Many companies vary the model and have inside sales representatives close business up to a certain dollar value while everything above that is passed to the outside sales team. Some sales forces have sales representatives cold call inside via the telephone but close in the field on appointments. This is considered an outside sales model because the sale is dependent on face-to-face presentation.
The averages sales size is self-explanatory. It is the average revenue closed per sale. If your team is used to closing a deal with a product that costs $5,000, and on average three items are sold at a time, then the average sale size is $15,000. If the average sale includes products and services delivered over time and the cost ranges between $1-2 million, then the average sale size is $1.5 million.
The sales cycle is the average time it takes to work an opportunity from prospect to close. Some sales professionals enjoy a one-call close, and thrive on a quick decision from one decision-maker. Others are accustomed to the emotional highs and lows of a long sales cycle. They prefer a more methodical, detail-oriented and lengthy sales cycle with many variables and decision-makers.

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