Predicting Sales Effectiveness

Why is it that some salespeople work hard, struggle for every victory, while others seem to consistently, and almost effortlessly, uncover new opportunities, quickly develop them, and close sales? Why is it that two salespeople selling the same product in the same marketplace can have such different results? One just barely hangs on while the other consistently hits quota, earns the bonuses, and goes home night after night with peace of mind.

What separates the truly successful salespeople from those who work hard, never seem to hit their stride, and never enjoy the true successes of the selling profession? Are they more highly educated? Do they have more experience? Were they born with a special gift-the right personality, perhaps-that enables them to succeed in the sales arena? Do they have influential contacts in the right places?

For a small number of salespeople, one or more of these reasons may have played some part in their success. Most, however, were not born, raised, and educated to become salespeople. Nor, did they find themselves in the right place at the right time surrounded by the right people.

So, what allowed them to rise to the top echelon of their profession?

Success leaves clues. In over twenty years of managing and training salespeople, observing the successful and not so successful, several characteristics have been identified which explain why some salespeople reach the pinnacle of success, others get close, and some quit along the way. These elements-attitudes, behaviors, beliefs, and skills-are not, for the most part, innate traits. They were developed over time.

The SalesEvaluation.Com Sales Candidate Screening tool, is an online evaluation system that helps organizations select and hire the best matched salespeople for the open position. Developed in conjunction with the Sandler Sales Institute, a business partner of PTG International, the evaluation draws upon the online assessment expertise of PTG and the unique Sandler approach to training sales professionals.

If a person is new to sales, measuring the number of the specific characteristics they possess can be helpful in predicting their initial success. For experienced salespeople, identifying the characteristics they possess and exhibit, and those they don't, will pinpoint strengths, weaknesses and areas for improvement. In both cases, this information can serve to set the focus for training and/or a performance improvement program.

How does the Sales Candidate Screening tool work?

The hiring company begins by completing a customized questionnaire that defines critical features and attributes of the open position. A candidate for the position then completes a questionnaire that defines their experience and job preferences. These preferences and experiences are then matched against the company's description of the position in order to sort out candidates and identify the "best fit" for the position. All this is done over the internet with results forwarded back to the hiring manager within minutes.

What does the Sales Candidate Screening tool tell the company?

• Will the candidate fit in with the company's environment?
• Will the candidate be comfortable selling the company's products or services?
• Will the candidate be comfortable functioning in the marketplace?
• Does the candidate have the experience and skill sets to perform the activities expected?
• Does the candidate have the appropriate attitudes and behaviors to support the activities expected?