Sales representatives directly affect the bottom line and client satisfaction. Yet all too often, managers choose candidates who fall short of our expectations. Eighty-five years of scientific research show that simply reviewing resumes and conducting interviews are significantly less effective than using pre-employment assessments to predict job performance.
Traits that Predict Sales Performance
In a meta-analytic review, Drs. George Franke and Jeong-Eun Park analyzed 155 studies of more than 31,000 salespeople to determine the effectiveness of various selection methods in predicting sales performance. They found that certain motivation and personality traits predicted total sales and supervisor ratings.
Results for Sales Jobs
On average, Optimize Hire-endorsed employees generate more than 50 percent more revenue, receive higher customer service ratings, and are six times less likely to quit or be fired.
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