Assessments of the USA & Canada

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85%say too few salespeople meet their expectations

80%have high turnover in their sales departments

90%need more sales

99%want more sales

Survey of 1,000+ Survey of 1,000+ CompaniesCompanies

This research shows:

The 80/20 RuleThe 80/20 Rule

20% of the

salespeople

produce

80%80% of the sales

Studies Show…Studies Show…

55% should not have been hired for a sales position

25% are selling the wrong product or service

20% produce 80% of the sales

Source: How to Hire & Develop Your Next Top Performer, by Herb Greenberg, Harold Weinstein, and Patrick Sweeney

The Questions Are…The Questions Are…

How do so many people who lack How do so many people who lack the basic qualities required for the basic qualities required for success in sales get hired?success in sales get hired?

Why do people who can sell wind Why do people who can sell wind up trying to sell the wrong up trying to sell the wrong product or service?product or service?

““Gut Feel Gut Feel

Hiring”Hiring”

The The number one reasonnumber one reason

forfor

bad hiringbad hiring decisions. decisions.

Because of…Because of…

Why?Why?

Hiring on “gut reactions”

“First Impressions based on emotions, biases, chemistry, personality, and stereotyping cause more hiring mistakes than any other single factor.”

Source: Hire with Your Head, by Lou Adler

Hiring in your own image

Pirating from your competitor

Hiring based on experience

Hiring based on education

4 Invalid Hiring 4 Invalid Hiring CriteriaCriteria

Herbert M. Greenberg, Ph.D.

Four Great Employment Four Great Employment MythsMyths

“You can be anything you want to be.”

“If you work hard enough, you can succeed.”

“There is nothing you cannot achieve.”

“If I can do it, you can do it.”

Herbert M. Greenberg, Ph.D.

The QuestionThe Question

How can we save this money How can we save this money

and eliminate the frustration and eliminate the frustration

of trying to get people to sell – of trying to get people to sell –

when they can’t possibly when they can’t possibly

succeed?succeed?

The answer is to hire with your

head. To get real, usable

information about your

candidates using a tool that

identifies people with a basic

talent for sales.

The AnswerThe Answer

The Tool to UseThe Tool to Use

Look below the surface See the 5 key qualities of successful

salespeople

1. Competitiveness, 2. Persistence, 3. Self-Reliance, 4. Energy, and 5. Sales Drive

Accurately predict 7 critical sales behaviors

1. Prospecting, 2. Closing Sales, 3. Call Reluctance, 4. Self-Starting, 5. Teamwork, 6. Compensation Preference and 7. Building & Maintaining Relationships, and

Know the people you hire will fit the sales position

Important InformationImportant Information

Sales Indicator Reports give you data for

making informed, hiring decisions.

Important InformationImportant Information

Sales Indicator Reports

1. Management Report:

a. Job Match Placement

b. Job Fit Coaching

2. Individual Report

Call us now to get started

Assessments of the USA & Canada

www.Assessments.Biz

800-808-6311