Five reasons you should not use Myers-Briggs, DISC, or other personality tests to assess sales candidates. Reason #1: They don’t work. Personality tests such as Myers-Briggs and DISC are only 20-22% predictive of a sales applicant’s success. A coin toss…
Seven Myths About Pre-Hire Sales Assessments
Common Myths RE: Pre-Hire Assessments to Select Sales People Many folks voice concerns about using pre-hire sales assessments based on myths or incorrect information. The majority of the concerns we hear are unfounded. In this post, I debunk some common…
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How to Select the Right Sales Assessment Vendor for You
Evaluating a Specific Sales Assessment Vendor What Assessment Vendors Aren’t Telling You You must be careful when looking for an assessment. You need to look at the original research to determine what the assessment measures, on what population (sales…
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The Truth about Sales Personality Tests
The Real Scoop on Sales Personality Tests What is a Sales Personality? Some people claim that folks with a sales personality embody traits resulting in superior selling skills We’re data-driven folks here at Big Swift Kick. Our response to any…
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What is a Sales Assessment Test?
Definition of a Sales Assessment Test A sales assessment test is an instrument employers use to gauge how well a candidate can sell. Employers ask applicants to take assessments during the selection process. Top sales pre-hire tests have strong validity…
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Case Study #8: Industry Roll-up
The Problem A medium-sized employee drug-screening company was competing in an industry in which a major industry roll-up was occurring. The company’s two biggest competitors had recently received VC money and were on a buying spree. The company execs were…
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Case Study #7: Market Going Flat
The Situation The CEO of a small telephone-systems company sought to stand out in a sea of competitors in a market, which was going flat. Analysis We took a close look at the company’s strengths, its ideal client profile, and…
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Case Study #6: More Funding for a Portfolio Company
The Situation A VC firm had a portfolio company that was requesting another round of funding. The company’s results to-date had fallen short of expectations, but they appeared to be on the right track. The VCs wondered if they should…
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Case Study #5: Mindset
The Situation The CEO of a medium-size gas-production company sought to grow sales and increase the value of the company. Once his company reached a target revenue, he planned on selling it Analysis After evaluating the company’s sales force, we…
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Case Study #4: Best Practices
The Situation A large technology company with worldwide offices saw the size of its average deal fall. Also, its enterprise-wide licenses worth $1,000,000 or more had all gone away. Company morale was dropping, and its senior reps were starting to…
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