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

By Steven A. Rosen

Want to hire top performers, then you need use science!

Hi, I’m Steven Rosen for Sales Management TV. 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.

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The science of hiring relates to the use of psychometric profiles. My favorite 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 POP7.0™ 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 25 countries and 30 languages.

There is no excuse for hiring badly, especially when there are many fine assessment tools available, tools which 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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