It’s often said that hiring sales professionals may be the toughest, most abstract hire a company can make. There are so many intangibles to consider for a sales hire: will the candidate ramp up on product/service knowledge quickly enough to make an impact? Will they be motivated by management to pound the pavement? Will marketing supply enough quality leads? Will prospects respond to their unique approach in our unique industry?
There are countless online personality profiling assessments available; few sales managers I’ve spoken with over the years have had much success. It’s a “roll of the dice”, as they often say, and odds are, only 2 out of 10 sales hires will actually stick. […]