SPQ GOLD - finding the right sales people
Behavioural Science and Sales Selection - SPQ*GOLDŽ
There are no crystal balls for
selecting salespeople. Too often, sales managers never know they've made
a bad-hiring decision until a would-be superstar's 'actual sales' hits
the skids. In other words, when it's too late! Now, a new study has
found an effective way to boost hiring "hit" rates and avoid the costly
pitfalls of selecting the wrong candidates.
According to recent research by
veteran scientists and bestselling authors George W. Dudley and Shannon
L. Goodson, one of the best predictors of future sales performance is a
salesperson's willingness to prospect for new business on a regular and
consistent basis.
Studies by Dudley and Goodson
have shown that salespeople who hesitate to promote themselves and their
products to prospective buyers sacrifice an average of 15 orders every
month. That hesitation is called Sales Call ReluctanceŽ and may be
objectively measured by the SPQ*GOLDŽ
Sales Diagnostic.
Detecting it before a hiring
decision is made, say the researchers, can help managers correctly
identify candidates as potential top producers or future liabilities and
save hundreds of thousand of dollars.
The "World's Best" Sales Recruitment &
Profiling Tool - SPQ*GOLDŽ
Takes the "guesswork" out of
hiring new recruits or precisely diagnoses the causes of
under-performance and over-performance in your existing sales force
and improve hiring effectiveness in new sales recruits by up to
80%.
This 110-question computer-scored assessment which
takes only 45 minutes to complete was developed by behavioral scientists
George W. Dudley and Shannon L. Goodson. The most rigorously validated
instrument of its kind, SPQ*GOLDŽ is used by sales-dependent and
recruitment organizations worldwide to help streamline selection
procedures, maximize training effectiveness and improve sales
productivity.
This assessment will provide insights and answers
to the following questions and take the guesswork out of selection and
hiring:
- How much is this sales person capable of
selling?
- Can they hit the ground running and start
selling immediately?
- Are they a hunter or a farmer or a combination
of both?
- Will they be easy to manage; or will you end
up with a HR nightmare?
- How much of their motivational energy will be
applied to the accelerator or the brake when they hit the road
selling? Are they 'all talk' but no action?
Contact us to find out more on SPQ*GOLDŽ |
