Sales Management Training Tip – #29 The Science of Psychometric Tests

Want to hire top performers? Then you need to incorporate science!

One of the most important parts of a sales manager’s job is hiring. Many managers claim they rely on their gut instincts when making hiring decisions. I think this is an excuse for not developing and following detailed hiring processes.

The science of hiring relates to the use of psychometric profiles. My favourite psychometric profile is the Personal Orientation Profile or POP.

The POP™ is a normative profiling instrument that has been used to profile and track the careers of millions of people in competitive sales careers.

The POP 7.0™ is a leading selection, training and coaching tool for competitive salespeople. The POP7.0™ has evolved through 7 generations of validation and has proven to be predictive in over 40 countries and 40 languages.

There is no excuse for hiring badly, especially when there are many fine assessment tools available, tools that have been validated over millions of reps.

There is a science to hiring top performers; it’s not all instinct despite claims otherwise.

I hope you enjoyed this week’s tip.


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