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This
process is performed during a one-on-one telephone interview with
the candidate(s) that you select. The process
takes from 1 to 1 ½ hours after-which a document will be created
(within 24 hours of the telephone interview) providing you with an
in depth view and assessment of the candidates “Selling” and “Sales
Management” skills. The document will be presented to you
via telephone during a 45 minute scheduled meeting between the
hiring
manager and myself.
These assessments
will be customized to your company’s specific
needs. In as much as a sales team is constantly evolving, so to must
the process be to recruit new members.
As stated above, these assessments concentrate on
the candidate’s
sales abilities and experience. Your candidates will be assessed
on their personal abilities as related to each stage of the entire
sales
process.
My customers have found these assessments to be valuable tools during
the hiring process and well into the post-hire training and support stages
once a candidate has been hired.
ProActiveSalesStrategies
Pre-Hire Sales Manager, Sales/Sales Management Assessment
- Determine whether
the candidate’s past experience was valuable
or a road-block to their future success
- Uncover the candidate’s
comfort level within the Sales and Sales Management process
- Evaluate the cold calling
skills of the candidate
- Uncover the strengths
and weaknesses of the candidates Coaching and Mentoring practices
- Determine the
effectiveness of the candidate’s prospecting
process
- Determine the
effectiveness of the candidate’s recruiting process
- Determine the
effectiveness of the candidate’s hiring, training,
retraining and retaining processes.
- Create a list
of management techniques that could be utilized by the candidates’ manager
if he/she is hired
- Assess the over-all sales
abilities of the candidate as they relate to the Industry of Sales
- Establish whether
the candidate is a “hunter” or a “farmer”.
- Determine the organizational
abilities of the candidate as they relate to both customers and sales
team activities.
- Determine the sales
and marketing abilities of the candidate as they relate to customer
and territory development
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