ASSESSING – MAIN PAGE

Understanding a salesperson’s abilities involves understanding the key factors that define their composition.  These abilities are deeply seated and not identifiable no matter how in-depth the interview process. What drives them to succeed? How do they handle rejection? Do they have the sales motivation? What aspects of selling will be the most difficult for him or her? Are they a fit?

In the graphic above, the salesperson's composition is represented by different locations on the iceberg.  The interaction between each of these 5 assessments is the key to understanding the sales candidate’s abilities and how they will fit into the position. Set patterns, or threads, define natural strength areas and potential vulnerabilities for the salesperson.

Please hover over any of the assessments for a quick description or click on one of them for more detailed information.