Recommended Resources for Hiring Sales People
Hire Top Sales People Resources
How to Hire Top Salespeople - Free White Paper. Executive Summary by Tuck Mixon; includes The Modern Science of Salesperson Selection by Dave Kurlan
Do You have a World Class Sales Hiring Process? - 12 Quick Questions to help you determine if you need to upgrade your Sales Hiring Process
Free Sales Hiring Mistake Calculator - Calculate the Cost of Your Sales Hiring Mistakes and receive an instant report via email
Articles on Hiring Sales People
In Hiring, Algorithms Beat Instinct from Harvard Business Review by Nathan R. Kuncel, Deniz S. Ones, David M. Klieger
"Humans are very good at specifying what’s needed for a position and eliciting information from candidates—but they’re very bad at weighing the results. Our analysis of 17 studies of applicant evaluations shows that a simple equation outperforms human decisions by at least 25%." ... "We do recommend that you use a purely algorithmic system, based on a large number of data points, to narrow the field before calling on human judgment to pick from just a few finalists—say, three."
The best algorithm, the top rated OMG sales assessment, outperforms humans by at least 9 to 1. So use the OMG assessment and follow the STAR hiring process to get your top three candidates, then use judgement to hire the best person. Your sales force will be better than your stubborn competitors that insist they know how to choose salespeople. For every top salesperson they hire, you will hire 9 or 10.
Assessing Personality from Human Resource Executive Online by Peter Cappelli
The use of personality testing to assess the quality of job applicants and employees has been an on-again, off-again practice -- with interest growing recently. But there was a reason the use declined once before....
The problem is that Behavioral Styles and Personality Tests DON'T PREDICT SALES RESULTS. The "Sales Personality" is a myth. If you want to know whether a person will sell successfully for your sales role, use the OMG Salesperon Assessment and customize it for your role.
Contact Tuck Mixon at 952-239-0722 about an OMG hiring license.
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