The presentation touched upon the various personalities, knowledge and motivations that are critical for a sales professional and the need to assess these attributes while hiring.

1. Maximizing Profits by Hiring and
Developing a Winning Sales Team
Somdev Chaudhuri
Head – Assessment Products, MeritTrac Services

2. Wrong hires are the single highest hidden cost in any
business…More so in Sales Roles
Salary and running costs, the recruitment
fees, training costs and expenses pale into
insignificance when you compare the
HIDDEN COSTS OF A BAD HIRE

3. To add to it, High Employee Turnover Impacts
Relationships and Long Term Business Potential
voluntary and involuntary
sales representative
turnover rate
Because organizations are
not placing the right people
into the right jobs
Keeping the sales team engaged and
motivated while retaining the
organization’s culture is a key
challenge for many organizations
28%

4. There is a Need to Understand Diverse Requirements
for Each Sales Role

5. Key to Successful Hiring for Sales Role
Continuous
development
through
personalised
training
Probing to
know more
about the
candidate
Measuring
current and
future
potential
Assess Behaviour & Knowledge to ascertain fitment with
organization and it sales methodology

6. Scientifically Designed Sales Assessments provides the
necessary information
• Relatively stable
characteristics that
do not change
easily over time
Sales
Personality
• Understanding of
effective behaviors
and strategies at
key stages of the
sales cycle
Sales
Knowledge
• Personal motivators
to help in managing
and motivating the
candidate
Sales
Motivations

7. Key Personality Characteristics to be Measured
• Weighted Personality Characteristics
• Energy
• Follow Through
• Optimism
• Resilience
• Assertiveness
• Sociability
• Expressiveness
• Serious-Minded
• Additional characteristics:
• Self-Reliant
• Accommodating
• Positive about people
* test showcase here is SalesMax

8. Sample Questions
Personality
* test showcase here is SalesMax

9. Importance of Measuring Sales Knowledge
Sales knowledge – scenario based, informational & non evaluative (does
not impact success index)
• Prospecting/Pre-qualifying
• First Meeting/Impressions
• Probing/Presenting
• Overcoming Objections
• Influencing/Convincing
• Closing Candidate results normed in relation to experienced,
sales representatives
* test showcase here is SalesMax

10. Sample Questions
Sales Knowledge
* test showcase here is SalesMax

11. Motivation is a Key Aspect of Any Sales Team
• Need to understand what motivates the sales team
• Sales motivations - forced ranking
• Recognition/Attention
• Control
• Money
• Freedom
• Developing Expertise
• Informational and non evaluative (does not impact success index)
• Candidate results indicate highest and lowest motivational areas
* test showcase here is SalesMax

12. Sample Questions
Motivations
* test showcase here is SalesMax

13. Selection Report
• Selection Advice
• Overall recommendation
• Insights into assets and liabilities
• Personal motivators for managing
and motivating the candidate
• Interview Probes
• Reference Probes
• Management
Suggestions
* test showcase here is SalesMax

14. Selection Advice
Success Index – quickly
gauge the candidate’s
sales potential
Strengths & Weaknesses
• Personality Insights
• Sales Motivation
• Sales Knowledge
* test showcase here is SalesMax

15. Interview Probes
Interview Probes are
provided for any area
where the candidate
scored outside of the
desired range.
* test showcase here is SalesMax

16. Reference Probes
Reference Probes
are provided for any area
where the candidate
scored outside of the
desired range.
* test showcase here is SalesMax

17. Management Suggestions
Management
Suggestions provide
guidance for potential
problem areas.
* test showcase here is SalesMax

18. Development Report
• Development Reports
Include:
• Graphic Profile
• Detailed Feedback
• Developmental
Suggestions
• Action Plan Guidance
* test showcase here is SalesMax

19. Development Report
Detailed feedback helps
the employee recognize
areas of strength and
potential development
needs.
For any area where the
employee scored outside
of the desired range, a
Developmental
Suggestion is provided.
* test showcase here is SalesMax

20. Developmental Action Plan Guidance
The report gives
guidance for writing a
personal Action Plan
which capitalizes on
strengths and helps to
manage weaknesses
and close gaps.
* test showcase here is SalesMax

21. Thank you
info@merittrac.com