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You don’t need just another employee to punch the clock. You need sales people that are going to help take you business to the next level. We know what qualities and experience are vital for you to look for in prospective sales people.
Challenges, mistakes, and setbacks are an inseparable part of the business process. Long term success is derived from not only avoiding mistakes, like ineffective hires, when possible, but also learning from past mistakes. These experiences can be invaluable in discovering what’s critical for your business, let an expert show you how to make the most of every employee opportunity.
For more than 40 years, companies have been attempting to find a more accurate way to select salespeople who will succeed and, at the same time, reduce turnover in their sales organizations. In 1964, Harvard Business Review published “What Makes a Good Salesman”, an article by Herbert M. Greenberg and David Mayer. They detailed their four-year study of salespeople and explained the commonalities they observed in better salespeople. They learned, for the first time, that good salespeople had the following two characteristics in common. Empathy and Ego-Drive.
Between 1985 and 2010, my continued research, assessments, studies and analyses of more than 500,000 salespeople and sales managers, has yielded consistent, predictive recommendations about the performance of salespeople. My White Paper, The Science of Salesperson Selection, discusses the research and methods employed over the past two decades to consistently improve and perfect the assessments provided by Objective Management Group, Inc.
People talk about the salespeople they don’t like and especially those that they just don’t trust. To combat that problem, companies seek out employees who are trustworthy and, in most cases, succeed in finding them. But the comments, anecdotes and accusations continue. Jane didn’t like the way that salesperson looked at her – it was something about his eyes. Greg didn’t like the way that salesperson acted – it made him very uncomfortable. Ted wanted to throw one salesperson out of his house – he was much too pushy. Are these experiences representative of reality? Could it really be that bad?