Hiring Salespeople

When hiring salespeople, a resume, a set of questions, and an aptitude/profile test still miss the mark of what is most important in a candidate.

Profile your top performers first. Use an assessment that captures individual thinking that leads to behaviors of your top performers providing a benchmark of what you are looking for in a candidate. It can also help you identify focus areas for coaching and/or training to get new sales reps at optimum performance quicker.

While statistics vary on exact numbers, a rule of thumb is to figure a bad hire can cost a company between 50-75% of their annual salary.