With the proliferation of the Internet, it’s become quite common now for people to use online testing or profiling tools in order to further test the skills and abilities of potential sales candidates as they go through the hiring process. Many people ask me whether or not these tools are valid, and what they’re utility is.
Here are my thoughts: First of all, there are lots of different tools out there and we’ve experimented with several of them. Some of them work and some of them don’t, so you need to be careful when you’re evaluating online sales tools. What you’ll find is that not all of them are up to snuff. Generally, using an online sales test or profiling tool is a best practice for recruiting sales professionals. Many people go through the interview process solo and fail to diversify the sources of information they are obtaining as they interview sales candidates. The online sales profile or test is a great way to counteract this, by bringing another source of info the picture, as you evaluate a person’s sales capabilities.
What do online sales tasks and profiles typically accomplish? My feeling is that they should accomplish three things: First, they should tell you whether the salesperson can sell. “Can” really refers to whether or not they have the ability or skill necessary in order to perform a sales job. Second, will the person sell? “Will” is really an issue of whether or not they’re motivated. There are a lot of people out there who actually can sell, but won’t. It has nothing to do with their ability or skills, but everything to do with their motivation. A good sales test will tell you not only whether the person can sell, but whether are they motivated to sell for your company, e.g. that they have they possess the key traits, skills and motivations in order to be able to sell. The third and equally important element which good online sales tests measure, is whether or not a candidate’s sales skills, style, and system of selling matches up with your company needs. This relates to the kind of market you’re in, the number of competitors you have, the type of the sales cycle, whether or not the salesperson is going to maintain current accounts, only hunt for new business, or both. All of the different attributes of your particular job should get profiled by the tool, and then match experience and skills of the person against your particular requirements and selection criteria.
When do sales tests work? The people who sell them would advocate that you should use them as a screening tool prior to ever considering a candidate. I advise against that. I typically use the tool if I suspect that a candidate is viable and I’ve interviewed them and developed my own sense of their profile and achievement history. Wait until you have enough evidence to justify investing in the online sales test.
Is a sales test a panacea? Absolutely not. Oftentimes we’ve overruled the conclusion of the sales test and made a different decision than the conclusion that was given to us. What the sales test does do, is give you another set of objective information and another view of the candidate. Typically what I do, is use it to catch any blind spots or expose other issues that we may have missed as a team through the sales interview process.
If you’re thinking about using online sales profiling tools or tests, my suggestion is that it should become an integral part of your sales hiring process. The one that we like the most is the Express Screens from the Objective Management Group at http://www.objectivemanagement.com. It’s not the only one…there certainly are others, but it’s the one that we’ve used with good results.
By: Andrew Rowe
Archive for January, 2010
Using Online Sales Tests As Part of the Employment Process
January 30th, 2010Looking for Cover Letter Sales Job Sample
January 30th, 2010
The sales job of your dreams may seem to be in a galaxy far, far away. In reality, it is just a matter of having the gumption to explore new spaces and apply universal concepts. The combination of these two spectacular techniques can come together at the speed of light to create one Big Bang – in the form of a sales cover letter. The sales cover letter is the first important aspect of your mission – to find a stellar position with potential for growth. Don’t let your submission get sucked into the black hole known as the trash can. Design a sales cover letter powerful enough to rocket you straight to the sales position of your dreams.
Sales professionals, in particular, should not be intimidated by the thought of writing a cover letter. A cover letter is basically a sales letter. The main difference is that where a typical sales letter advertises a job or service, the marketable subject of the cover letter is the applicant. You know yourself better than you know any product or service. Apply the techniques used by sales professionals everyday and you can increase the success of your submission by astronomical proportions.
Let’s consider the mechanics of the cover letter – the basic rules that govern the appearance and visual appeal of the letter itself. Fonts are significant. Choosing familiar fonts lends a professional slant to the letter. Size of font has an impact on the format of your correspondence. A too-large font can come off as an attempt to get out of writing a thorough cover letter. A font that is too small looks busy and tedious. Twelve point type is the standard and generally a good size of choice. Use the same font throughout the letter, the resume and even on the envelopes. It gives the impression of a put-together, organized candidate who produces quality work.
Use the force when you introduce yourself and you are sure to stay far away from the hiring manager’s dark side. Grabbing the reader’s attention at lift-off is crucial. Sales is all about convincing – convincing the customer they need a certain project or convincing a company they need the service you provide. Convince the hiring manager that you are the one for the job by citing interesting personal experiences in the field. Be personal and affable. Salespeople must use their wit and charm to seal the deal on a daily basis. Transfer that skill to the keyboard and apply it to the sales cover letter. Before you know it, you will be counting down the days until your job interview.
Build a rapport with the hiring manager. Share your education and experience
Openly but leave some details for the resume. Direct the hiring manager to this enclosure a few times in the cover letter. Take the time to find out the name and title of the hiring manager. They will be flattered that you took the time to address more than just a “Dear Sir or Madame”. Mention a couple of achievements that are not covered in the resume. Make sure they are interesting enough to exert some gravitational pull. Keep a copy of your letter and resume handy for reference purposes. If the hiring manager calls you, you need to remember exactly what you wrote. Not remembering what you said in regards to the position will make you seem scatter-brained and careless.
Close the cover letter with sincere thanks and then set out to explore the final frontier. Use the “Take me to your leader,” approach to job hunting. Come out and ask the hiring manager for the interview that you seek. The worst that he or she can say is no. This confident proactive approach shows the hiring manager that you are not afraid to go after what you want. Express your intentions to contact the hiring manager after a specified period of time. Allow a reasonable period to pass before contacting the company to inquire about the status of your submission. Your follow through skills will be evident in your actions. A good sales cover letter is one that reaches for the stars. Take theses small steps to prevent your sales cover letter from burning out before it ever has a chance to take-off.
By: Mario J. Churchill
When Changing Careers Or Looking For An Entry Level Position, Consider A Job In Sales
January 26th, 2010
Did you every wonder why a college degree is “SALES” is not offered by major universities? No wonder Sales remains Number 1 on the list of hardest jobs to fill. Use this to your advantage for a high income potential. There is a growing need for sales people in every field.
If you understand the unique principles of how to interview for a sales position, you have experience in a particular field and you learn how to sell properly, you are in a great position to get hired and earn a Six Figure Income! That is how successful sales people are created.
Start by evaluating your previous background. As an example, if you graduated with a degree, there probably aren’t that many companies you can start off using that degree and make any reasonable amount of income without job experience. So consider your options in sales by using your degree. If your degree was in chemistry, you could work in sales for a pharmaceutical company or a biotech company selling their products or selling equipment related to chemistry. Entry level sales positions are in great demand. Look in your local newspaper at the large list of ads for sales people.
Now, if you’re changing careers and previously worked for a manufacturing company, consider selling services related to your experience. Your work experience is extremely valuable to a sales oriented company. You can maximize your base skills and apply them to the selling a product or service. A pleasant surprise will be that the base salary of sales people, excluding commissions and other perks, is probably higher than you were making before.
Now the question is how do you get a great sales job? Here are the key things to do:
First, you need to understand that interviewing uses the same principles as selling a product or service. If you are interviewing, you need to sell yourself. Learn the latest behavioral interview techniques to get the job. Research and know more about the industry and products than anyone interviewing for the job. This will make you a stand out from the rest of the crowd. Talk about your strong team player qualities and successful work behaviors. Take control of an interview by using a pre-planned interview process. Translate your past experiences to the company and their culture. Describe past accomplishments that demonstrate perseverance and ability to complete a project. Learn selling techniques by reading or taking a sales training program. Refine and practice your interview techniques so it is natural and fluid. Learn how to negotiate.
Be confident that by learning selling skills and interview skills, you will succeed in your new career in sales. Have the right mental attitude and build a contagious self confidence in yourself to take on an exciting new career.
By: John Giaquinta
