RECRUIT TOP PRODUCERS WITH THE SPQ GOLD TEST
Top producers are the ones that get you results. The single most important component of successful selling is consistent prospecting. Yes! This has been proven in diverse industries in over 35 years of research and that is the importance of recruiting top producers.
Top Producers are consistent prospectors!
That doesn’t mean that top producers are aggressive “know-it-alls.” They come in all different personalities. It means that top producers are comfortable and consistent at promoting themselves and their products and/or services.
Top Producers are effective and consistent self-promoters. You need a tool that can help you identify and recruit top producers.
The SPQ Gold is the only assessment in the world that measures Sales Call Reluctance, the emotional hesitation to prospect.
What is the biggest difference between the Top Producers and the Mediocre Producers?
If your salespeople must prospect consistently for new busnines, there is no other assessment in the world the will tell you as clearly and directly as the SPQ Gold.
SPQ Gold is used throughout the world by major companies when recruiting top producers.
SPQ Gold measures fear of self-promotion or Sales Call Reluctance – they are one in the same.
Prospecting is an emotional skill first and foremost. There are technical components to prospecting, but teaching technicalities is the EASY part!
Prospecting is defined as the proactive steps to identify, isolate and get in front of prospects. There are two (2) types of prospecting:
If you hire salespeople who have Sales Call Reluctance, you can be the best manager and trainer in the world, and until you address their emotional hesitation – you are hiring a project and not a top producers. You will be bogged down with ineffectiveness from the start because of their Sales Call Reluctance. The SPQ Gold will take the guesswork out of interviewing salespeople.
The SPQ Gold is the only assessment in the world that measures Sales Call Reluctance – the fear of prospecting and self-promotion.
Diverse companies throughout the world are using the SPQ Gold in their interviewing process. They want to make sure they hire the right person, that top producer that will give them results. You can hire salespeople who do not suffer from sales crippling Sales Call Reluctance.
Once a salesperson is on board, you are responsible for providing the coaching and training to get them ramped up and productive. This requires strategy, structure and execution. If you are hiring someone who suffers from Sales Call Reluctance, you are defeating yourself before your start.
Sales Call Reluctance by using the SPQ Gold will tell you if your candidate has the fear of prospecting.
Lack of consistent prospecting is the biggest show stopper for salespeople. The SPQ Gold assessment will detect the hidden fears of your sales candidate.
Think about how much time it takes a sales manager to interview, screen and on-board a salesperson. The latest estimate is that a manager’s time is worth at least $200 an hour. Many sales managers will tell you that it takes approximately ten (10) hours to on-board a salesperson. That is a minimum of $2,000 and a big guess trying to figure out if you got a top producer.
Invest in the SPQ Gold if he or she is a top producer prior to hiring them by find out exactly what type of Sales Call Reluctance your candidate suffers from. You will save yourself time, money, aggravation and lost opportunities.
Sales Call Reluctance stems from the fear of self-promotion. There are personality components involved, hereditary components and most importantly the past training of the salesperson that make them a top producer. Many salespeople who suffer from the Sales Call Reluctance have been contaminated from their former employers, managers and trainers who unintentionally inflicted Sales Call Reluctance onto their salespeople.
The SPQ Gold will tell you whether your sales candidate is a top producer or suffers from Role Rejection, the most contagious type of call reluctance that is usually passed through sales organizations.
The SPQ Gold will also point of your candidate’s strengths.
With the SPQ Gold test you will be able to ascertain how to best train, coach and develop this individual and ascertain prior to hire how much time and effort you will be required to expend to help your salesperson successful.
Sales Call Reluctance is the #1 reason why salespeople do not succeed. The SPQ Gold will tell you whether how much your sales candidates are likely to produce, how fast they will produce and how much time and effort it will cost you in getting them to produce. Know all of this in the recruiting process by using the SPQ Gold.
The SPQ Gold will also tell you whether your sales candidate actually has the physical and psychological energy to cold call - an ability that only a top producers possesses.
The SPQ Gold will also tell you whether they have a strong enough reason to put forth the effort to cold call and whether they have an ability to focus and see through the frustration and complexity of making consistent prospecting calls.
The SPQ Gold takes away the excuses of sales managers who hire without thoroughly vetting their sales candidates.
The most objective assessment tool is the SPQ Gold. We will provide you follow through questions to go back to your candidate to delve deeper into the areas of concern surfaced by the SPQ Gold. It is backed by an extensive body of research results which have been psychometrically proven to be valid in identifying top producers.
The ability of the SPQ Gold to detect the Sales Call Reluctance will significantly reduce the costs of hiring mistakes by identifying top producers in the hiring process.
Use the SPQ Gold test and recruit a top producer now!
The single most important component of successful selling is consistent prospecting. Yes! This has been proven in diverse industries in over 35 years of research.
There is a high degree of correlation between prospecting and sales success, according to world-renowned behavioral scientists, George Dudley and Shannon Goodson in their best-selling business book The Psychology of Sales Call Reluctance.
The SPQ Gold is the only assessment in the world that measures Sales Call Reluctance.
Top Producers are consistent prospectors! That doesn’t mean that they are aggressive “know-it-alls.” They come in all different personalities. It means that they are comfortable and consistent at promoting themselves and their products and/or services.
What is the biggest difference between the Top Producers and the Mediocre Producers.
The Top Producers are effective and consistent self-promoters.
If your salespeople must prospect consistently for new business, there is no other assessment in the world that will tell you as clearly and directly as the SPQ Gold.
The SPQ Gold will tell you:
The SPQ Gold has been psychometrically validated in three areas:
SPQ Gold is used throughout the world by major companies.
SPQ Gold measures fear of self-promotion or Sales Call Reluctance – they are one in the same.
Sales Call Reluctance stems from the fear of self-promotion. There are personality components involved, hereditary components and most importantly the past training of the salesperson. Many salespeople who suffer from the Sales Call Reluctance have been contaminated from their former employers, managers and trainers who unintentionally inflicted Sales Call Reluctance onto their salespeople. The SPQ Gold will tell you whether your sales candidate suffers from Role Rejection, the most contagious type of call reluctance that is usually passed through sales organizations.
Recruit Top Producers testing (SPQ*Gold) will also tell you whether your sales candidate actually has the physical and psychological energy to cold call. The SPQ Gold will also tell you whether they have a strong enough reason to put forth the effort to cold call and whether they have an ability to focus and see through the frustration and complexity of making consistent prospecting calls.
SPQ*Gold and Sales Call Reluctance are registered trademarks of Behavioral |