Tag Archives: Temperament Assessment

Set an Interview Time Limit

I’ve blogged in the past about sales candidates who have a propensity to be verbose and why you may want to avoid them (huge time wasters). Whenever I’m tasked to do an interview with someone who our Sales Temperament Assessment has flagged as being over-social, I use the following technique to see if the person […]

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Two Critical Tests for Sales Candidates (Part 2)

In part one I expressed my despair that companies don’t do a more thorough job of selecting salespeople. My concerns stem from my years in the sales training business where I was too often brought into a company and asked to basically train pigs to fly. They wanted to train salespeople who, at best, should […]

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Two Critical Tests for Sales Candidates (Part 1)

When  hiring for a position as critical as sales, I’m always surprised that companies don’t take the time to test candidates better than they do. I recognize that the HR department is ill equipped to test salespeople beyond the standard personality or temperament assessment but, even then, most seem loath to use these tools. It’s as […]

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Beware of the Gabber When Hiring Salespeople

Every now and then I get a call from one of my consulting clients who is all excited because he thinks he’s found the ideal salesperson. "Brian," he’ll tell me excitedly, "This guy is great with people. He’s a really good talker." And I’ll respond with: "I’ve no doubt he’s a good talker, but can […]

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Choosing Which Candidate to Hire Between Equally Qualified Salespeople

Now here’s a problem most sales managers and HR professionals would kill for  "” two equally qualified sales candidates. Assuming that both candidates scored equally on our Sales Temperament Assessment and that they are pretty well matched against your mandatory and desirable criteria list, which one do you choose? You want to choose the person who […]

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