In the highly competitive market of sales generation, the factor that plays an undeniable role is the art to recruit top producers and retaining them over time. Sales achievers will always have different ways to approach prospects, the common goal being talking over benefits of product or service being sold to potential customer without sounding too obvious, and guiding him to take an informed decision.
In practice though, many sales persons fall short of performing their best, often underplaying or overplaying their part, as a result of which it becomes difficult to successfully close a deal in minimum time. This indicates the need to recruit top producers who are able to be consistent in results while constantly exploring ways to convince prospects.
Two main principles of sales psychology are:
1. People do things for their own reasons, not salespersons'.
2. People rarely bother about product or service being offered. They would much rather like to know what the product or service can do for them.
Loosing sight of sales psychology would mean ineffective sales calls, causing a drain on resources. On the other hand, if sales companies recruit top producers, who are conversant with sales psychology, there can be significant savings on resources over a length of time.
Unfortunately, not many companies are aware of and therefore realize the importance of hiring right and capable salespersons. Sufficient plan and disciplined approach lack, creating self-made hurdles on way to recruit top producers. "There just are not qualified salesperson around!" is a common refrain.
The question is how to recruit top producers. The key is to appreciate necessity of well-modulated screening process that is designed to weigh several parameters while putting it across to salespersons waiting to be hired. For, unless the screening is thorough and unbiased, the chance to recruit top producers vastly diminishes.
Fortunately, SPQ*Gold's Sales Preference Questionnaire provides a great help in a company's quest to recruit top producers. SPQ*GOLD is a veteran of many applications since 1980 and today boasts of a formidable array of norms detailing differences both within and between groups of interest. SPQ*GOLD comes with an extensive body of research that have excellent concurrent validity, cutting across disparate organizational settings.
What boosts SPQ*Gold's ready acceptance is the availability of online test administration. This significantly reduces cost to companies willing to recruit top producers while also ensuring complete reliability of end-result. Authored by George W. Dudley and Shannon L. Goodson, SPQ*GOLD is considered as the most widely used psychometric application for diagnosis of sales call reluctance in the world, with more than 300,000 applications worldwide.
No wonder, SPQ*GOLD is the only really proven tool in the hands of companies to faultlessly Recruit Top Producers
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About the Author
Jessica was born in Bogota, Colombia, 26 years ago. She has a bachelor in Economics and International Trade.
