Chapter 33

Reps You Should Not Be Training

CHAPTER OVERVIEW

Training Is Not Always the Answer

Assessment of Sales Aptitude

This chapter will offer you a new resource to analyze your sales team. It will show you how to create an amazing model of excellence from which you can transform your hiring practices. With many old assessment tools floating around, it shouldn’t be a surprise to find that something better has been developed. What I like best about this instrument is that it can tell you the difference between what salespeople can do and what they will do. Most tools measure ability, but if the person won’t put his or her ability into play, you have a bad hire who won’t take and adapt training into his or her daily behavior.

300 (Not the Movie) ...

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