Pre-employment tests plus other applicant evaluation methods help you select salesperson job applicants who will turn into highly productive, super-profitable sales reps. These applicant evaluation methods include pre-employment tests, intriguing bio-data, vague job interview questions, plus colorful role-plays.
Hiring fantastic sales reps is crucial. As Henry Ford wisely observed, “Until someone sells something, no one else has a job.” A company with monstrously effective sales reps can grow and prosper. However, a company with wonderful products but lousy sales reps will wither away.
So, how can managers hire highly productive sales reps?
Here are four great methods you can start using immediately.
Previously we discussed the following methods:
1st METHOD = PRE-EMPLOYMENT TESTS – CUSTOM-TAILORED FOR SALES REP HIRING
2ND METHOD = INTRIGUING BIO-DATA
3RD METHOD = VAGUELY WORDED IN-DEPTH INTERVIEW QUESTIONS
Today I will discuss the 4TH METHOD = ROLE-PLAY CLOSE ENCOUNTERS OF THE SALES KIND
If an applicant’s pre-employment test scores are similar to your best sales reps’ test scores, plus the applicant’s bio-data is similar to your best reps, plus the applicant did well in your in-depth interview, then you really ought to use an ultra-useful but seldom used additional prediction method. It is a carefully crafted role-play.
To do the role-play, tell the applicant to try to sell something to you. It can be any product or service both you and the applicant are familiar with. The applicant plays the sales rep and you play the prospective customer.
During the role-play, you must evaluate the applicant’s skill on using six key selling steps: (a) Quickly developing comfort and rapport with prospective customer, (b) uncovering prospect’s needs, (c) probing important details, (d) presenting solutions, (e) overcoming objections and resistance, and (f) asking for the order.
If the job applicant excels on these key sales steps, that is a good sign. If not, then you must decide if the applicant is worth training in your company’s sales procedures.
FORMULA TO HELP YOU HIRE THE BEST SALES REPS
Only hire applicants who get all wonderful ratings in the following surefire hiring formula.
Pre-employment tests + bio-data + in-depth interview + role-play = fantastic odds you will hire a highly productive sales rep.
Copyright 2009 Michael Mercer, Ph.D., www.MercerSystems.com
