Over the years, I have found a mirror image correlation between a sales candidate’s open-mindedness and curiosity and the specific findings identified in Objective Management Group’s (OMG) sales candidate assessments. It’s critical that new sales hires be moldable. Far too many salespeople are resistant to change and struggle with introspection.
▪ 60% Make Excuses
▪ 8% are Proactive Hunters
▪ 45% Are Not Self-Starters
Essentially, all of the best candidates want to work for a company that is very thoughtful about how they recruit salespeople.
When a candidate is asked to take the assessment, their responses frequently demonstrate how they will act in selling situations. This is an unedited email we received recently from a candidate:
“Let’s just go with I find your methodology questionable and I have no interest in working for or with people who employ these sort of idiotic assessments”.
There are a number of ways that we could respond to this candidate, but why respond when we wouldn’t want him working for us? What can we learn from his thinking?
If he had taken the assessment, it’s likely the assessment would show that he had no need to be liked, would have difficulty recovering from rejection, have difficulty controlling his emotions, be too aggressive and have very little desirable empathy. He would probably overrate himself and lack the required amount of commitment to sales improvement.
Those are just a few examples of findings that would correlate to his single sentence! In this case, we get useful intelligence even from a candidate who refuses to take the assessment. Assuming that most of your candidates follow the instructions and take the assessment, what other useful information would we get?
Click here for a 30 minute walk-though of the latest version of OMG’s Sales Candidate Assessment.
This kind of intelligence is vital in today sales recruiting world. The good new is you don’t need to have great interviewing skills or dig very deep to see this. You only need to use the Sales Candidate Assessment.