Increasing sales and building revenue is one of the most difficult challenges facing organizations in this challenging economy. HR practitioners are tasked with searching through a saturated sales applicant pool with candidates willing to say whatever is needed to land the job. How do you sift through the applicants in a fair and consistent manner and ultimately choose the right salesperson for your organization?
Increasing sales and building revenue is one of the most difficult challenges facing organizations in this challenging economy. HR practitioners are tasked with searching through a saturated sales applicant pool with candidates willing to say whatever is needed to land the job. How do you sift through the applicants in a fair and consistent manner and ultimately choose the right salesperson for your organization?
Rolling out a validated and consistent hiring process helps organizations in a variety of ways. First, it can help to identify which applicants have the greatest probability of being successful. Second, it will help internal hiring managers apply consistent standards to all potential applicants. These outcomes meet two very critical goals: hiring top talent and safeguarding against a legal challenge on your hiring process.
Office Depot has recently completed a national rollout of a new assessment process for its B2B sales staff. Predictive sales assessment (SalesPro™) coupled with behavioral interviewing training that includes a sales role play have helped Office Depot to identify applicants who have a higher probability of being successful on the job. A recent analysis found that those who perform better on the assessment were outselling their counterparts by up to 50%.
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