Quick Takes
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-
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.
Are your hiring managers asking sales job candidates the questions they’ve always asked? Traditional interview questions do not dig into what a candidate has accomplished and how they might react in a specific situation. Hiring managers will experience better outcomes when they ask behavioral interview questions. Candidates’ answers to these questions will help recruiters analyze past workplace behaviors. Combining this interview information with behavioral assessments provides the most accurate and objective hiring outcomes.
How many sales managers are optimistic about sales growth this year? 31%. That data point comes from SalesFuel’s Voice of the Sales Manager survey and reflects the opinion of nearly 300 sales managers across the U.S. At the same time, 24% of managers expect their department budget to increase significantly. This misalignment means sales managers will be acquired to accomplish more with less funding.
Did you know that the average sales manager experiences a 30% turnover rate? Our proprietary research also shows that only 45% of sales managers use a sales skills assessment, like TeamTraitTM, when they are hiring. Using a sales skills assessment, along with the other tips I explain below, can reduce turnover in your department.
