Sales Professionals

EQ, or Emotional Intelligence, is a hot topic among sales leaders. Word has spread that when it comes to sales success, EQ trumps IQ. This makes the identification of those with natural EQ, and its development in those who lack it, important tasks to boost the effectiveness of any sales team. A pre-employment assessment, such … Chapter 5 – Sales Emotional Intelligence

Pre-employment assessments vary in what they measure. Some are skills-based, such as those which require the test taker to complete job-related tasks. Others measure general problem-solving faculties, a perfect example being the good old-fashioned IQ test. And then there are aptitude tests which seek to predict suitability for certain jobs based on the personality or … Chapter 3: How Do They Work?

Implementing a pre-employment assessment to test all prospective employees, particularly salespeople, has many benefits. The most obvious one is identifying the best possible candidates for specific job roles, which leads to greater productivity and retention. Testing improves recruitment efforts while avoiding the significant expense (as high as $150,000!) and disruption which accompany a bad hire. … Chapter 2: Benefits of pre-employment assessment

Austrian economist Joseph Schumpeter coined the term “creative destruction” in 1942 to describe how technological advances increase productivity in any endeavor but simultaneously destroy part of it as well. At its essence, it means we have to dismantle the current way of thinking and doing things in order to progress – and this means even … 3 Reasons AI/Machine Learning Will Never Replace Salespeople

Many buyers no longer seek as much education from company reps as they did before. They can execute much of their research and product discovery online well before talking to a salesperson. Because of the wealth of information available to prospects, salespeople have been pushed much further back in the buying process. Corporate sales training … Sell More by Becoming a Subject Matter Expert (SME)

You’ve incorporated a hiring aptitude test into your recruitment line and have assembled what you feel is a top-notch team of sellers. You’ve put them through training and feel you are definitely moving in the right direction. And, you wonder if there is something else you can do to improve your sales department. There is … How Strong Is Your Salesperson Engagement, and Why Does it Matter?

One of the hottest topics in advanced sales training is social selling. Despite some of the flak social media has received in the news lately, B2B salespeople seeking an edge are increasingly using it to source business. As we approach the end of the year, it’s a good idea to refresh our marketing plans in … How ready is your company for social selling?

Successfully placing someone in the “right” position for them means matching their personality, work habits and traits to the job. Candidates who enjoy the tasks and behaviors they have to repeat each day on the job are more likely to be interested in and engaged in their work for longer periods of time than those … Behavioral & Personality Fit Factors

A brilliant, yet sobering article in the June print issue of Fortune called “Seven Decades of Self-Destruction” relates the downfall of one of the most powerful brands in American retail history: Sears. Millennials might not be too familiar with the brand, but most everyone else remembers anticipating the large catalogs that arrived in the mail … Responsibility: do your salespeople take ownership, or do they play the “blame game?”

Research demonstrates that while you can improve a salesperson’s performance through training, the bulk of their success comes from innate personality traits. In other words, there is a lot of truth to the phrase “they are born with it” when it comes to selling. An employment aptitude test such as the Advanced Personality Questionnaire (APQ) … How many of these successful salesperson personality traits do you have?