Sales managers face a tremendous challenge. First, one must hire the best qualified salespeople, and face the cost of training and putting them in the field. Then, it’s time to cross your fingers and hope they succeed.
Even with the best résumé, interview, and the assistance of personality tests, it’s far too easy to make a hiring mistake, says RBR + TVBR featured columnist Barrett Riddleberger, founder and CEO of xPotential Selling. As Riddleberger sees it, measuring a sales rep’s decision-making capacity and core motivators provides managers with a hiring deck stacked in your favor.
The result: Fewer bad hires, and more winners on your sales team.