Quick Takes on Leadership+Management
Do leaders understand the dynamics of their team’s behavior? With the right behavioral insights, they can improve communication, collaboration, decision-
Is the feedback you’re giving to employees making any difference? I’m not talking about praise feedback. The bigger challenge is learning how to give feedback that results in improved work performance or better team participation. In our Voice of the Sales Rep survey, only 58% of sales professionals reported being crystal clear on what their managers expected of them.
When it comes to sales hiring, business leaders must identify the right candidate. While more businesses are using personality tests, these tests can’t highlight which candidate will excel at sales. Recruiters should use sales acumen assessments to evaluate candidates’ practical sales judgement and decision-
Do you have a good way to assess candidates who apply for your open sales positions? You want the best salespeople working effectively in positions that suit them. To get that, you should use a sales candidate assessment during your hiring process. This is especially true if you’re looking for a sales candidate who will fit your Challenger role.
When hiring for any sales position, a candidate must be evaluated for their fit with the job. The candidate’s skills, job behavior, interest level, and workplace behavior all contribute to job fit. Manager fit is another key consideration when evaluating sales candidates. Some individuals work well together. Others don’t. Managers should know ahead of time if they will be a good fit with the candidate they want to hire.
Are you using a sales personality test when hiring for sales? At least 26% of sales managers still use personality tests when recruiting sales personnel according to our research. They could be making much better hires by changing their approach. They could ask candidates to take sales acumen assessments.
Solutions for Higher Performing Teams
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Manage Smarter Podcast
The Manage Smarter show features lively discussions about the psychology of sales, marketing, management and leadership.
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Sales Manager Infographics
High performing sales teams start with high performing sales managers.
In fact, recent studies show 70% of the variance in team engagement is determined solely by the manager.