When selling the SPQ Gold/FSA® test as part of the sales recruitment process, it’s important to highlight how it helps identify behavioral traits that could affect a candidate’s ability to perform well in a sales role. Below are some suggested questions for your needs analysis and effective arguments for using the test.
- Current Recruitment Process:
o How do you currently assess whether a sales candidate has the right skills and mindset for the role?
o Have you encountered challenges with new hires who seem capable during interviews but underperform in sales activities? - Challenges with Sales Behavior:
o Do you notice that some new hires struggle with prospecting, cold calling, or. engaging with potential clients despite having the right qualifications?
o How do you evaluate candidates’ ability to handle rejection or their willingness to initiate sales conversations? - Current Use of Tools and Assessments:
o Are you using any tools or assessments to evaluate a candidate’s selling behavior or ability to overcome challenges such as fear of rejection? - Cost of a Wrong Hire:
o How costly is it for your company when you hire a salesperson who fails to meet expectations? What impact does this have on your sales goals? - Long-term Hiring Goals:
o What would it mean for your company if you could consistently hire salespeople who not only have the right skills but also the right mindset for
sales success?
