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Hiring Sales Reps – How To Overcome The Challenge
- Hiring sales reps has become increasingly difficult due to a lack of professionals pursuing sales careers and a mismatch in skills for today's selling environment.
- Sales is often misunderstood, with only 24% of U.S. adults considering salespeople to be credible.
- Challenges in sales roles include high quotas, pressure, demands from managers, and fear of rejection.
- Modern sales roles require strong relationship-building and consultative skills as buyers are well-informed before engaging with salespersons.
- Sales-specific assessments, like the TeamTraitTM Sales Acumen Test, can help in evaluating hard skills that are essential for success in sales.
- These assessments focus on hard skills such as discovery mindset, preparation, identifying decision-makers, and digital communication abilities.
- Soft skills like empathy, active listening, and emotional intelligence are crucial for sales success and can be evaluated through behavioral assessments.
- Internal candidates should not be overlooked for sales roles as they bring unique advantages like understanding company culture and product knowledge.
- Using the right approach in hiring, including realistic job descriptions, sales-specific assessments, evaluating hard and soft skills, and considering internal candidates, can lead to smarter hiring and better sales teams.
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