How to Hire Top Salespeople
If you are tired of hiring salespeople who interview well but don't actually sell,
I guarantee you can hire people who will.
Imagine the ROI from a sales hiring process that:
eliminates the 74% who perform poorly and
selects from the top 26% who will sell effectively for you
If you are pressed for time or don't like to read this size text, you can request our complimentary report in PDF format now: How to Hire Top Salespeople
The High Cost of Poor Performers
Hiring poor performing salespeople is so common that many people just accept it as a cost of doing business. 40% of the sales force typically fails to make quota, and rampant salesperson turnover magnifies the problem. Because the real cost of poor performers ranges from $50,000 to $500,000 or more per salesperson, you reap a huge return on your sales force investment when you screen out poor performers and hire top performers consistently.
The good news is you can fix this frustrating, costly problem. The solution starts with using a proven Sales Hiring Tool. You get the best results when you also improve the hiring process and you implement a good onboarding program for new hires. Look at the chart below to see the results.
This Sales Profile Really Works
Data from assessing over 285,000 salespeople strongly suggests that while 74% of all salespeople are average to weak, there is a distinct combination of criteria that can be used to accurately and consistently identify the top 26% and recommend people who will succeed in a company’s sales position. The results from the chart above also suggest that this Sales Profile distinguishes very accurately between individuals who will sell effectively for a particular company and those who will not.1 Read Results of the Test... below for more information.
When you make a proven Sales Profile the first step in an effective salesperson hiring process, you can expect over 90% of your new sales hires to produce.
Imagine Your High Performance Sales ForceImagine Your High Performance Sales Force
Imagine your business 6 to 12 months after consistently hiring top performing salespeople who rank in the top 26%.
How much more business are you doing?
How much have you saved on hiring, training, coaching, compensation, and overhead from poor performing salespeople?
How much better are your margins?
Now imagine your business after three years of hiring top performers.
Do you smile when you think about your sales force?
How many ideal prospects are now customers?
- Are your competitors wondering why you are thriving?
Do you have peace of mind about your business?
Calculate Your ROI
Your Return on Investment depends on your situation, and we can help you ballpark the potential ROI in 10 to 15 minutes. Even with your own conservative assumptions, you can anticipate at least a 10 to 1 ROI. You'll discover:
Your Real Cost of Sales Turnover
The Hidden Costs of Keeping Poor Sales Performers
Your ROI from hiring top performers consistently
Call Tuck Mixon at 763-390-0814 and request to Quantify the Costs of Your Sales Duds, or email him to request your free Sales Hiring ROI Assessment.
If you are pressed for time or are tired of reading this size text, you can request our complimentary report in PDF format now: How to Hire Top Salespeople
Guarantee to Hire High Performers
Because the OMG Sales Profile identifies high performers and eliminates poor performers, you no longer have to hope your sales hires will perform. You make the Profile a part of your Improved Sales Hiring Process. We'll train you how to hire top performers, and if you don't want to become experts at hiring salespeople, we'll do it for you.
After evaluating your situation, we'll guarantee results. We can guarantee results because the Sales Profile is proven to give you effective salespeople 95% of the time. Supported by a better hiring process and a good onboarding program, you will have highly productive salespeople. Just imagine how having a high performance sales team for six months will help transform your business.
If you need it, we can also help you train and develop your entire Sales force. Before recommending anything, we do a formal Evaluation of your existing sales force. Then we fix the issues and eliminate the constraints that prevent your sales function from being highly successful. The result is millions in profitable new customers. We start with the issues that yield at least a 10 to 1 ROI.
Results of the Test to Evaluate OMG'S Candidate ScreeningOne year after testing, 95% of the candidates who were recommended for hiring were still employed by their respective companies. Since the companies consider these people successful, this indicates that the OMG screening will accurately predict sales success 95% of the time.
Only 5% of the candidates who were recommended failed and most of the companies that hired those salespeople failed to meet OMG's recommended conditions for hiring. When we look at the failure rate in companies that met the conditions for hiring, the failure rate drops to less than 1%. In those companies where the conditions for hiring were met, 92.3% of the salespeople hired with this test outperformed those hired previously. This result strongly suggests that candidates hired with this tool will outperform those hired using alternate methods.
When hiring conditions were met and professional training was provided, the percentage of salespeople hired with this test who outperformed previous hires jumped to 99.9%. When the recommended conditions for hiring were not met, 44% still outperformed those hired previously and that number jumped to 78% when professional training was provided.
More recent follow up, tabulated in October of 2006 substantiates earlier studies and indicates that 92% of those recommended and hired were ranked in the top half of their respective sales forces after just one year. 8% of those not recommended and hired were ranked in the top half, 17% of that group ranked in the bottom half and 75% quit or were terminated.These results strongly suggest that the OMG Profile distinguishes very accurately between individuals who will sell effectively for a particular company and those who will not. 1
When you make the OMG Sales Profile the first step in a proven salesperson hiring process, you can expect over 90% of your new sales hires to produce.
What about other Profiles?
What if I already use another profile? You may already use other profiles and like the information they provide. They may give you insight into a candidate's behavioral style, personality, or abilities. In certain cases, an existing profile may complement the OMG Sales Profile. If you think your profile measures the same things as the OMG Profile, look at the eight key criteria under Selecting the Right Assessment.
Ultimately, results matter. Are you getting results from your profile and your hiring process? Are 90% or more of your new hires succeeding?
Selecting the Right Assessment
You must use an assessment that identifies Salespeople who WILL SELL in YOUR situation. (do not settle for personality tests, behavior assessments or tests of sales ability; you need an Executional Assessment that identifies who WILL produce results. Make sure the assessment has the following important components:
Hiring recommendation (you shouldn’t have to draw a conclusion)
Hiring criterion that incorporates your company’s job specific requirements
Adjusts to the complexity of the sales position
Interviewing Tips (to expose problems and inconsistencies)
Likely problems to expect when the salesperson is in the field
Conditions for hiring (are there any?)
A way to rank candidates (in case you have to choose from several who are recommended)
Identifies ideal candidates (affects ramp-up time)
Why the OMG Sales Profile is Best
Is the OMG Sales Profile any different, and is it really better? Yes. The OMG Sales Profile is different because it has been developed to determine whether people WILL SELL in your environment or not. It is not a personality, values, or intelligence test, and it is not based on benchmarking against your top performers' strengths.
The OMG Profile measures four elements crucial to sales success and identifies whether people have any of five weaknesses that prevent success. Finally it measures key sales skills and compares the strengths, weaknesses, and skills to the requirements of the specific sales position being assessed. It meets the eight criteria above better than any other assessment, screen, or profile.
Since 1992, over 285,000 people from over 8,000 sales forces have been assessed with the the OMG Sales Profile. This proven profile has been refined and improved to identify top performers who will ramp up quickly. As the test results show, the OMG Profile distinguishes very accurately between individuals who will sell effectively for a particular company and those who will not. When you make the OMG Sales Profile the first step in a proven salesperson hiring process, you can expect over 90% of your new sales hires to produce.
Your Next Steps
Determine the business case for improving your sales hiring process.
Complete the Free Sales Hiring Mistakes Calculator on your own or Contact Tuck Mixon or one of his partners to set up a web meeting. (763-390-0814 or email ) This meeting often takes less than 30 minutes. You'll know if the ROI is strong enough to make fixing salesperson hiring a priority.
Learn more about a proven 7 step sales hiring process and get more information about how the OMG Sales Profile was developed. Get the Free Report called How to Hire Top Salespeople.
Discuss your existing sales force with Tuck Mixon. Do you have a Sales Development Priority List based on an objective evaluation of your sales force? Have you identified the biggest issues that, when fixed, will produce huge returns? Have you missed something that is preventing greater success?
We look forward to hearing from you.
Free Report: How to Hire Top Salespeople
Discover how to hire the top 26% - the salespeople who WILL SELL your specific products or services effectively.
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1 Test result descriptions Copyright 2006 Objective Management Group