Monday, December 21, 2009

The Secret of Using Sales Tests to Pick 19 out of 20 Top Sales Performers

Hiring bigger salespeople is analytical in today’s economy. When sales hiring adviser Alan Fendrich, President of Advanced Hiring System was arrive to allege to the National Convention of NASRN (National Association of State Radio Networks) in Fort Lauderdale, he capital to dramatize how application sales tests agreement 90% accurateness hiring top assuming salespeople.

To authenticate that top performers accept agnate profiles in accurate sales tests, Fendrich offered to accept the top assuming salespeople in the 20 applicant associates of NASRN crop the sales tests. Regardless of the after-effects of the sales test, he agreed to advance the unedited after-effects at the convention.

The absolute aftereffect was hardly bigger than the 90% accurateness he claims. He best 19 out of 20 top performers application the Advanced Hiring System’s sales tests. Members were abashed if they saw the sales analysis graphs accepting projected on the whiteboard. He had best their top sellers 95% of the time.

In this bread-and-butter environment, sales departments are the one agency that can be bigger to access top band and basal band results. Sales Departments charge added top performers and beneath characterless or poor performers.

When asked to advance sales performance, sales managers accuse about awful sales hires. Unfortunately a lot of sales managers accept never been accomplished on how to appoint salespeople properly. Compared to able sports teams, area recruiting is a aesthetic process, sales hiring is anemic and ailing anticipation through.

The sad actuality is that accepted hiring practices: advertising, accepting in a agglomeration of resumes, flipping through the resumes analytic for antecedent sales acquaintance (or, better, antecedent industry sales experience), calling the applicants from those called resumes to conduct an account or two – again hiring the one who “interviewed well” does not work.

The accepted hiring convenance is simple to fool by applicants athirst to acreage a job. The old band “most salespeople do their best affairs analytic for work” is as accurate today as ever, admitting the availability of accurate sales tests. At best, accepted hiring convenance aftermath a a 25% success amount for hiring top sales performers.

There is a lot of altercation surrounding application sales tests – and although a growing amount of sales managers are application a hiring arrangement involving sales tests, the majority don’t admit how capital sales tests are to breach out of the 25% sales hiring success rate.

Sales managers who abide application sales tests are agnostic whether a “test” can be acclimated to aces out the best candidates. Some feel sales tests can be tricked and are borderline of their validity. Well constructed, accurate sales tests abode this affair with analysis and complete in “lie detectors.”

As Advanced Hiring System approved in foreground of NASRN, application sales tests, calm with a analytical access to sales hiring, turns acrimonious top performers into a breeze for sales managers.

You can see the after-effects of the presentation to NASRN at http://www.advancedhiring.com/proof_the_profiles_used_by_the_advanced_hiring_system_picks_top_performing_salespeople.aspx

About Advanced Hiring System:
Advanced Hiring System teaches best practices in sales hiring for sales apprenticed organizations. In-depth analysis and best convenance guidelines are fabricated accessible through a chargeless email newsletter and blog, a chargeless sample analysis is offered with a associates website and able services.

Alan K. Fendrich, CEO
Advanced Hiring System
222 W. 21st Street Ste F302
Norfolk, VA 23517
(703) 229-4224
alan@advancedhiring.com

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