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Hire better salespeople

The challenge

Hiring good salespeople is downright difficult. Many bad salespeople are good enough to fool you in interviews. And many good salespeople fail to make the transition to your environment. The true cost of hiring a poor salesperson can easily exceed $200k, so this is a problem that's worth fixing.

Typical solutions

Imparta's toolkit for screening sales candidates gives a balanced view of their capabilities. It generally includes:

  • Consulting around desired competencies and characteristics
  • CV screening
  • Pre-interview call (reduce time wasted on candidates that are a poor fit for a reason not on the CV)
  • Psychometric assessment
  • Simulation-based skills assessment
  • Competency-based interview
  • Role-play and debrief (sometimes as part of an assessment centre)
  • Cross-checking of identified issues against references

It may sound a lot, but it's a lot less cost and hassle than hiring the wrong person…

Next steps

Contact us to discuss our approach to hiring the right salespeople for your team. Even if we don't end up working together, we learn by discussing real-world situations, so we're happy to share our insights without obligation.

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Tools

  • Explore your priorities

    Explore Imparta’s thinking through the lens of your business priorities

  • Estimate the impact

    Estimate the impact of Sales training to help create a business case for change

  • Design your solution

    Scope out how you could make training stick, using our Capability Building® System

  • Compare vendors

    Clarify your decision criteria & download a customised spreadsheet