Often dealerships today hire salespeople based solely on experience, industry knowledge and gut-level feelings. The sales manager is left with vacillating visions of the candidate's potential heroics or assured failures. The Sales Advisors tempers the guesswork with a broad array of approach and assessment techniques to find the right salesperson for your company. Our selection process eliminates uncertainties by objectively measuring a candidate's natural talents (Aptitudes), developed strengths (Sales Skills), values (Motivations) and behaviors (Selling Style).
The Process
The first step in selecting the right salesperson is to understand the traits needed to be successful in closing your average sale. Competitive companies still have differences in their sales approach that require different traits. This fact explains why hiring only from within your industry without assessments often leads to recycling mediocrity.
Understanding a salesperson's abilities follows this path:
Aptitudes
These are the intrinsic talents each salesperson possesses. These natural talents are deeply rooted in the individual. Many aptitudes are difficult to train and extremely slow to change. The aptitudes provide insight into the candidate's potential.
Sales Skills
The knowledge and skills a person develops through experience. Skills are developed as aptitudes are successfully refined through different sales interactions. They are reinforced by complimentary Motivations and Rewards.
Motivations
These are the drivers of Sales Skills and Selling Style. Motivations are the underlying current that moves a person into action.
Rewards
A salesperson's goals are supported by a specific reward structure. Understanding which rewards provide a catalyst will enhance the salesperson's skill development.
Selling Style
The salesperson's style is the most noticeable aspect of their profile but is the least important in comparison to the other reports. Their style does expose how they will respond to problems, people, pace and procedures.
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