Summary
Too often sales executives find that newly hired sales professionals do not possess the particular traits needed for the jobs they were hired to do. ES Research Group estimates that this happens 25-33 percent of the time. In all cases, those salespeople endured or even thrived throughout a rigorous interview process, and in most, they underwent specific skills training after they began at their jobs.
If underperforming salespeople went through interviews and completed specific job training and yet still lack traits need to achieve results, where is the gap?
ES Research Group believes one missing link is to test the candidate using a scientifically rigorous psychometric instrument that is directly connected to the candidate’s specific job profile.
Mentioned in this Brief are The Complex Sale, Inc., Miller Heiman, Revenue Storm Corporation, The Brooks Group, Kurlan and Associates, The Richardson Company, and PI Worldwide.
