Hiring Salespeople

If a job could talk, it would tell us exactly what sort of person it required for superior performance. Because jobs can’t talk, we’ve had to find other ways to work out what’s important. The hard skills for a job are fairly easy to determine: things like level of education, experience and technical skills. However, what is sometimes harder to determine is what “type of person” would be most successful — one that would fit the role as well as the organizational culture.  The job benchmarking process identifies the traits and qualities that are most important to success in a particular job. 

Benchmarking is not a categorical way of determining who should or shouldn’t be hired. It represents a structured way of comparing candidates by working towards a well-defined picture of what the most ideal candidate looks like so that hiring managers can make more informed hiring decisions.  Research done by TTI shows that job benchmarking is most effective when it incorporates multiple perspectives.

1. Identify your best sellers. Top Performers complete a 10-15 minute survey that identifies the behaviors and values for success in the sales position. 
2. A Job Benchmark is created by merging each Top Performers' results. 
3. Candidates are compared to the Job Benchmark to see if their behaviors and values align with the Top Performers.

Target Selling Insights analyzes and instructs based on a series of questions where the respondents choose their best answer for a particular question revealing growth opportunities within the sales team. 

You  will benefit from insights and why a different approach could produce a better outcome.  TSI is specific to any organization that wants to improve the skills of their sales professionals, while honing in on areas that will positively impact an individual’s performance.

• Coach and develop individuals looking to enter and excel in a sales career.
• Reinforce the best tactics for sales results.
• Improve areas of weakness based on the sales tips section of the report.
• Help managers learn how to lead and support their sales teams