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Welcome to our new group... "Ask the Sales Hiring Guru."
Our first discussion is on creative strategies to screen sales people. What creative techniques do you use to identify the right sales people for your company?
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Many Financial and Insurance companies use LIMRA International to screen for Sales. Although mainly Financial/Insurance, they do have some general Sales assessment tools.
Check out www.limra.com under their 'Assessment' tab. We also used a phone assessment by a third party vendor to evaluate call reluctance and customer service/management skills.
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We use predictive Job Match patterns based upon assessments from our Top performers compared against our marginal performers. This develops what we refer to as the Just Noticeable difference that separates a top performer from an average or marginal performer. Once this benchmark is established, we run each applicant for a sales position against the pattern to determine job fit. This is extremely effective with Sales positions in particular, but does work with other positions as well. The result is a lower time to fill, increased retention and higher productivity. At the end of the day, everyone wants to hire the best performer for the job, we just use a little science to give us the edge in knowing who that person is sooner and more accurately.
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