Simply Speaking Bad Hires Cost Small Business Sales – Part 2

Today if I was employed as someone in sales management, I would create and modify a hiring process that would include this one sales talent assessment tool – The Attribute Index to ensure the hiring would not cost small business sales.  For my clients both executive coaching, small business coaching clients and corporate talent management clients as well as for myself, this assessment tool has been beyond accurate.  The wealth of information it provides is truly mind boggling given it takes usually 10-12 minutes to complete.

small-business-salesAs an individual who is trained to identify or write the best assessments (Master of Science in Instructional Design & Technology), I recognize the reason this particular tool is so accurate  is because of its construction. Most sales assessments including personality ones are inductive and subjective in construction much like the social sciences of psychology, sociology, etc.  What this means is the statistical reliability runs around .85 or potentially out of 100 people, 15 people will be misidentified.

The Attribute Index is one of the very few deductive and objective in its construction like mathematics, biology or physics.  By its listing of 78 key attributes or talents I can see how this person fits within my sales team. Additionally the reliability is .92 or it has reduced by 50% the potential miss reads.

Then within that hiring process, I would give the applying salesperson, The Values Index. Even though this tool is subjective in nature, it does provide some insight as to what motivates the individual.

Next I would assess the person’s emotional intelligence through a Relationship Management assessment.  People buy from people and if the salesperson is not emotionally intelligent this becomes a big red flag. Emotional intelligence is also a proven leadership skill.

Finishing up the hiring process, I would provide the DISC Index to assess the person’s communication style.  This tool helps salespeople look at their potential sales leads from a different perspective by using their eyes and their ears.

One final and critical point here about hiring smart to increase small business sales.

Please  and I repeat please do not just give any proven, such as the ones noted above assessment, without any feedback be it verbal or written from a professional who is certified to administer the assessment.   This only sets the potential applicant up for failure as well as the small business owner or sales manager. Now you may better understand why I do not give away any proven and published assessments.

Sure I know some folks do provide free opportunities to take this or that complimentary proven sales assessment or even charge $20 or less.  However, my business ethics and knowledge about how assessments can negatively impact individual’s self esteem and begin a cascade event of self doubt that begins to erode self confidence to role awareness prevent me from engaging in those marketing behaviors.

Sales Coaching Tip:  Remember whatever  proven assessments sales management gives, they must be consistent with all applicants in all stages of the hiring process.

If you have $47 and want a to know about the talents of your sales applicant, this talent assessment may help you increase your small business sales by hiring better.

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