Are you recruiting the right sales people?

Published on September 23, 2015 by Chrystal Austin
Chrystal Austin
Comprehensive HR assessments & online development programs for individuals, commerce, industry & governments.

The right sales people should excel and continue to raise your profit margins. If your sales people are costing you more than they are bringing in, are they really the right fit?

Sales strategy professor Steve W. Martin estimates that 70 percent of salespeople are born with natural skills and instincts that make them great at their jobs. How do you know that you are recruiting from the 70’s pool and not the 30% pool? And from the 70%, how many of them possess the behaviours that are crucial for sales in your organisation?

Many Sales People have the ability to smooth talk their way through an interview, giving the appearance of a Golden Child, sent to solve your sales issues and help you reach your targets. You are captivated by their smile and ease in the interview. You might not always be aware of their past interview experience. How many interviews have they already had before this one? How much were they coached beforehand?

There are many factors that can impact on a Sales Person’s ability to perform. Assessments like the Profiles Sales Assessmentô assists you in measuring how well a person may fit specific sales jobs in your organisation or company. The sales jobs can be modelled based on geography, department, and various other factors. You need to determine what skills your employees have that go beyond the basic sales skills. Perhaps your entire sales force is proficient at prospecting but maybe one of your salespeople is exceptional at it.

Shifting more prospecting duties to this sales person could impact on the effectiveness of our entire team, making them more effective.

It is critical to establish what strength each sales person has and then managing that sales person accordingly.

The Profiles Sales Assessment helps you:

– Evaluate an individual based on the qualities required to perform successfully
– Predict on-the-job performance in seven critical sales behaviors: prospecting, call reluctance, closing the sale, self-starting, working with a team, building and maintaining relationships, and compensation preference

Contact us today for your sales assessments. 031-767 7160 or email

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Kloof, KZN, South Africa.

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