Get the right salespeople in the right sales roles
In the current tough business environment, it is vital to fit the right people in the right roles – particularly in sales. Many organisations are failing to win deals, even though the bids they have put together are in themselves excellent.
At the same time, more and more bids are ending up with no buying decision at all at the end of the bid process. Research by both DowJones and Aberdeen Group show that, in many cases, this is a people issue, where an incompetent salesperson or one ill-suited to the particular role is involved.
Robust and objective asessment
To combat this problem what every sales leader needs is a robust and objective way of assessing whether team members have the competencies and skills necessary to succeed in their assigned roles. And salespeople need to be assessed against a benchmark set of competencies which are set at a level where it is safe to assume results.
The Fit-4 benchmark standard is set at the level of a world-class, high-performing individual in a specific sales role. Independent analysis by psychometric specialists SHL has found the Fit-4 assessment to be very accurate, and indeed is at a level where it would be expected that 88% or more of people hired using this system will hit or exceed their targets.
Here’s the first of six major benefit of using a sales assessment test like Fit-4….
1 Right person – right role
Using an effective sales assessment test like Fit-4 allows the employing organisation to determine if new hires are suitable for the vacancies they have available or whether incumbents are genuinely matched to their roles. This is good for both the company and the individual, provided that the appropriate role is available, because matching employees properly to specific sales roles is good for revenue performance, staff retention and leads to more motivated employees: people talk more positively about the business – hence, happier customers and more revenue.
At the same time, this is good for individual salespeople because they are more successful, they are happier doing that role and they are more positive about their employer.
The only potential downside of finding people who are in mis-matched sales roles is if the company doesn’t have the right role for them to move to. Then it may be a case of the appropriate training interventions or, as a last resort, redundancy.
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