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Applicant ScreeningBe careful ...Research conducted by Caliper Corporation (www.calipercorp.com) since 1961 has shown that 55% of the people earning their living in sales roles should be doing something else. Quite simply, they do not have the personality attributes that are needed to succeed in sales. Another 25% have what it takes to sell; but they should be selling something else. These individuals could be successful in some selling situations; but they are only marginal performers in their current sales position. This leaves only 20% of salespeople selling products or services in roles and industries best suited to their personality. The same studies indicated that this last 20% of properly placed people is precisely the same group of individuals responsible for selling 80% of what is sold. So a small percentage of each sales force is overwhelmingly successful, while the vast majority barely hang on, leave, or are terminated. Clearly this is unsatisfactory for both employees and employers. And it need not be so. Imagine if only half of a company’s sales force were performing at the level of those currently in the top 20%. We leave both employees and employers to do the sums. The good news …A more objective approach to recruiting and selecting sales personnel is already available and proven to vastly increase the percentage of productive sales people employed. All it requires is that applicants and employers both look at the sales professional in a fresh way. Additional research has shown that 25% of the general population possesses a personality profile conducive to success in some kind of selling role. So it’s just a matter of identifying those people with the right personality potential, and placing them in the types of selling roles to which they are best suited. Notice that in seeking to place pegs in matching holes; there is room for error on both sides. There are those sales professionals who consider that sales people are born, and given the necessary product and industry training they could sell anything. There are others who insist that a set of totally unique qualities is needed to sell in their industry and very definitely in their company. Actually, both sides are right – at least partially. People who possess the fundamental personality dynamics will be able to succeed in some kind of sales … the question is … what kind … because not all sales roles are the same. Often the subtlest differences between roles and individuals can account for success or failure in a particular situation. What to do …To assist both applicants and employers to accurately and objectively identify the necessary and sufficient personality characteristics for success in both the person and the job, Edensilk makes available a variety of specifically validated profiling instruments. In particular: First Step for Sales RolesAn online questionnaire of approximately 45 minutes duration to be taken by those considering a career in sales to determine if they should reconsider. This provides a two page summary report with graphics. See example. First Step for Service RolesAs above for those considering customer service and/or account management careers. This provides a two page summary report with graphics. See example. Caliper ProfileA more comprehensive questionnaire for applicants to complete which yields 6 pages of detailed narrative and graphical reporting relevant to any role. See example. Next StepA further questionnaire for those who have already completed a First Step assessment, to bring their report to the level of the Caliper Profile. The Caliper Profile instrument can also be used by the employer to specify the ideal candidate as a basis for job matching. Interview GuideSuggested questions arising from the Caliper Profiling process that will prompt interviewers to explore areas of potential concern. See example. And now …If you’re an employer seeking to fill sales or service vacancies; contact us about profiling those roles, and methods for recruitment and selection that will ensure you pick performers. We can also provide training in sales technique to those who have the right characteristics and are placed in suitable roles. If you're an applicant considering a career in sales or service, contact us for a First Step profile, and then we’ll seek to place you in a suitable role that provides on-the-job training. In either case, contact us on 08 9271 7661 for details.
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