- March 12, 2004
- Posted by: Kurlan & Associates, Inc.
- Category: Magazine/Newspaper/Interviews
Full and original article posted on Selling Power (page 2)
Hiring new salespeople can be the most important decision a sales executive makes on a routine basis. Effects of a bad decision can include lost sales, wrecked customer relationships and the heavy cost of replacing a rep who’s below par. Even average hiring decisions leave money on the table – the money your firm could make by hiring people who have the potential to become top performers.
Expert firms can help you hire better reps by using a variety of test and assessment methods. The Internet allows more kinds of tests to be given much more economically and earlier in the recruiting process. But the bottom line is, Does the test you’re using improve results? The best recruiting experts should be able to demonstrate that their methods work – that they raise the average sales of new hires and reduce the costs of turnover from bad hires.
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