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Hiring in Sales: Using Assessments to Enhance Your Sales Development Strategy

April 2, 2013

Ever wonder why some people succeed in sales while others don’t? Perhaps a more perplexing question is why someone who succeeds in sales in one job is a complete failure in another, or vice versa. Is there a way of dramatically increasing your odds that someone is going to succeed in a sales role? We’re going to be providing answers to these questions in an upcoming presentation at Selling Power’s Sales 2.0 Conference in San Francisco on Monday April 8th from 1:55 to 2:40 p.m.

There is no magic fix all. There’s not even one profile that guarantees success in sales. If it were that simple then we wouldn’t be asking questions about success in sales. Instead, we’re going to be talking about what results from over 600 studies of over 450,000 salespeople tell us about the factors that help determine success in sales. What those results tell us is that there is no one single factor or one single profile that predicts success across all sales positions. The combination of Competencies, Sales Styles and Drivers (i.e. motivators) provides a solid foundation upon which to accurately identify who is likely to be successful and who is not.That’s the basis for the Select SalesPro® assessment.

For some positions, a number of the key sales competencies are likely to be unrelated to success in the job, while for other positions those same competencies emerge as the best predictors. The same is true for Sales Styles and Drivers. It’s important not to assume that because someone is in sales that their primary motives are to make a lot of money, and they have to be extroverted and great at reading people. In some cases, that combination may be a fine match. In others, it might be that successful individuals are more motivated by being recognized for their accomplishments and tend to be adaptable and good at time management.

Clearly, predicting success in sales is not easy. Making a sale depends on so many factors, some of which salespeople have control over and some of which they don’t. Nonetheless, it is also clear that some people are consistently more successful in sales than others. By setting a profile of success that takes into account competencies, styles and drivers to match the needs of the job, it’s possible to achieve outstanding results in predicting sales success, regardless of the position or industry.

This presentation also provides a real-world example of how the Select SalesPro® assessment can be used to identify strengths and developmental needs in an existing salesforce and how to coach and develop those salespeople to be even more successful.

We encourage you to join Dr. Matthew O’Connell from Select International and Patty Mckay from AMN Healthcare for this fast paced, informative presentation.

Key learning objectives from this presentation include:

• Why salespeople are successful in some positions and not in others
• Review the core competencies that predict sales’ success
• Discover why competencies by themselves are not enough
• Learn how competencies, sales style, and sales drivers combine to form a complete profile for salespeople
• Learn about how Select SalesPro® and the Challenger Sales Model work hand-in-hand
• Learn how to use a complete profile to select and develop your salespeople



For more information on hiring for sales positions, download our

Predicting Success in Sales whitepaper.

hiring better salespeople

Matthew O'Connell, Ph.D. Matthew O'Connell, Ph.D. was the Co-Founder and Executive Vice President of Select International, which was acquired by PSI. For more than 20 years, he was a driving force when it comes to designing, evaluating and integrating selection tools into systems that meet the specific needs of Global 2000 organizations. He is the co-author of the business best-selling book, Hiring Great People.