Are you hiring the right salespeople for your company culture?

When a company is recruiting for a new salesperson it is important that they think about their current culture. There is no point placing a sales superstar into a culture that doesn’t fit the way they are used to working; they will either leave as it doesn’t suit them or worse, they will stay and become like everyone else in the team.

Fifteen years ago, Gary was helping a company recruit a salesperson and together they found a really fantastic applicant, who had completed a brilliant sales recruitment evaluation. He was given the job but six months later the CEO of the company approached Gary to say there was a problem. Since his appointment, the salesperson had taken a second sales assessment evaluation and had a really terrible result, showing up a non-supportive buy-cycle, money weaknesses and a lack of commitment. Objective Assessment took a look at both evaluations and indeed, he had started off with all the key strengths needed to make a successful salesperson and then lost them. We then looked at his sales manager’s evaluation and realised that he had adopted the culture of that company’s sales team.

If you bring a successful salesperson into a lazy or non-accountable team they will change for the worse. We tend to blame the salesperson in this situation when in reality it is the culture and the sales managers’ weaknesses that we should be turning to. If you are looking to improve the culture in your sales team contact Objective Assessment today to talk through their sales training opportunities.