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Transcript of Assessments of the USA & Canada 800-808-6311.
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Assessments of the USA & Canada
www.Assessments.Biz
800-808-6311
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85%say too few salespeople meet their expectations
80%have high turnover in their sales departments
90%need more sales
99%want more sales
Survey of 1,000+ Survey of 1,000+ CompaniesCompanies
This research shows:
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The 80/20 RuleThe 80/20 Rule
20% of the
salespeople
produce
80%80% of the sales
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Studies Show…Studies Show…
55% should not have been hired for a sales position
25% are selling the wrong product or service
20% produce 80% of the sales
Source: How to Hire & Develop Your Next Top Performer, by Herb Greenberg, Harold Weinstein, and Patrick Sweeney
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The Questions Are…The Questions Are…
How do so many people who lack How do so many people who lack the basic qualities required for the basic qualities required for success in sales get hired?success in sales get hired?
Why do people who can sell wind Why do people who can sell wind up trying to sell the wrong up trying to sell the wrong product or service?product or service?
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““Gut Feel Gut Feel
Hiring”Hiring”
The The number one reasonnumber one reason
forfor
bad hiringbad hiring decisions. decisions.
Because of…Because of…
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Why?Why?
Hiring on “gut reactions”
“First Impressions based on emotions, biases, chemistry, personality, and stereotyping cause more hiring mistakes than any other single factor.”
Source: Hire with Your Head, by Lou Adler
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Hiring in your own image
Pirating from your competitor
Hiring based on experience
Hiring based on education
4 Invalid Hiring 4 Invalid Hiring CriteriaCriteria
Herbert M. Greenberg, Ph.D.
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Four Great Employment Four Great Employment MythsMyths
“You can be anything you want to be.”
“If you work hard enough, you can succeed.”
“There is nothing you cannot achieve.”
“If I can do it, you can do it.”
Herbert M. Greenberg, Ph.D.
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The QuestionThe Question
How can we save this money How can we save this money
and eliminate the frustration and eliminate the frustration
of trying to get people to sell – of trying to get people to sell –
when they can’t possibly when they can’t possibly
succeed?succeed?
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The answer is to hire with your
head. To get real, usable
information about your
candidates using a tool that
identifies people with a basic
talent for sales.
The AnswerThe Answer
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The Tool to UseThe Tool to Use
Look below the surface See the 5 key qualities of successful
salespeople
1. Competitiveness, 2. Persistence, 3. Self-Reliance, 4. Energy, and 5. Sales Drive
Accurately predict 7 critical sales behaviors
1. Prospecting, 2. Closing Sales, 3. Call Reluctance, 4. Self-Starting, 5. Teamwork, 6. Compensation Preference and 7. Building & Maintaining Relationships, and
Know the people you hire will fit the sales position
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Important InformationImportant Information
Sales Indicator Reports give you data for
making informed, hiring decisions.
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Important InformationImportant Information
Sales Indicator Reports
1. Management Report:
a. Job Match Placement
b. Job Fit Coaching
2. Individual Report
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Call us now to get started
Assessments of the USA & Canada
www.Assessments.Biz
800-808-6311