Where are All the Hunters and Farmers?

Posted by Dave Kurlan on Fri, Jun 24, 2005 @ 17:06 PM

In a recent analysis of the last 5000 sales candidates we assessed, the data showed that 24%, 1 out of every four candidates, could not, do not, and will not prospect for new business. How would you like to hire one of them? Oh, you already did?

The same data showed that 45%, nearly 1 out of every 2 candidates could not, do not and will not close. I'm certain that you've hired some of them.

In reality, 92% of all candidates will have fewer than 23% of the attributes in the closer skill set and 36% of all candidates will have fewer than 53% of the attributes of the hunter skill set.

What does this mean?

If you don't use a pre-employment assessment, like mine, that can identify the small percentage of candidates who will close and the small percentage of candidates who will hunt, your chances of hiring a winner are quite slim.

Topics: recruiting, assessment

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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