Detmer's Corner: Hunt Before The Hire
In many ways, Noba was the best dog I ever had. I’ll never forget taking him hiking along the Raccoon River in Des Moines, when he got the scent of something and bolted off like the proverbial bat out of Hades after it.
Finding him was easy, because his distinct coon-hound howl led me downstream, where Noba had treed the critter.
When I arrived at the site, two hunters were there as well. The older, more-surly fella said to me, “That dog can surely hunt. How much do you want for him? I can always use a good dog like that!”
That’s because he saw firsthand that Noba had a natural instinct for getting the job done.
Like the hunter, don’t you wish you knew your potential sales persons’ natural instinct to sell, before you hired them? Think about the time and money you’d save by employing a repeatable and predictable process that screens your sales force for the natural talent required to get their jobs done.
Granted, there is more to selling than natural talent. Yet the sales people who seem to get ahead the fastest all too often possess an ability that makes them seem like “naturals” in the art of sales.
The good news is that such an assessment process does exist. In the past, only large companies could afford sales assessment testing. Now, with today’s pay-as-you-go web-based tools, there’s no reason custom retailers like you can’t have the same advantage of knowing which dogs can hunt, right up front.
There are numerous providers of assessment tests. Most use a similar method of asking questions designed to highlight dominant personality traits that define great salespeople.
The good news is that most of these tests are reasonable in cost. For anywhere between $5 and $100 per person, you’ll get a snapshot back that pairs an individual’s sales traits against the normal traits of a sales job. Additionally, these tests can be used to determine potential for other roles, or even to coach individuals already on your team.