Articles by Dan Joy on ArticleSnatch.com

How to Hire Salespeople, Sales Reps, Sales Hunters or Sales Farmers, Using a Sales Assessment Test

Mon, 28 Jun 2010 21:26:05 -0400

It takes a different set of sales abilities for acquiring new customers (i.e., a "sales hunter" role) versus maintaining and growing the existing accounts (i.e., a "sales farmer" role). Some salespeople are better at proactive or aggressive selling (account acquisition), while others may be better at soft selling (account growth). Rarely can a person be very good at both. The key is to try to match the sales person to the role correctly. This article explains how to accomplish that, by helping you choose the best sales assessment test for the particular needs of your business. Different Abilities Needed for Account Acquisition Vs. Account Growth: A good sales assessment test must be easily customizable for hiring sales professionals based on whether they will be working in a "soft selling" (account growth and maintenance) role or an "aggressive selling" (new account acquisition) role. That sales landscape in turn is determined by the nature of the products or services being sold, price levels, degree of complexity, characteristics of the target market, etc. **End Summary** Topics: how to hire salespeople]]> how to hire sales reps]]> sales hunters]]> sales aptitude test]]> sales personality test]]> ]]>]]> About the Author: ]]> Employers may receive 10 Free Sales Assessment Tests (Screening Tests) from Dan Joy, Inc. at http://www.danjoy.com/

Best Pre-employment Test? Use Ability Based Sales Assessment Testing, Not Sales Aptitude Tests

Sun, 11 Oct 2009 14:25:38 -0400

The old-style pre employment Sales Personality Tests and Sales Aptitude Tests often try to disguise themselves as Sales Assessment Tests, which they are really not. Conventional personality tests are "blind" to the impact of a job applicant's experience, sales training and knowledge of sales techniques. For example, a fresh college graduate with zero sales experience and a top producing sales superstar with 25 years of sales experience may both score 85% on a Pre Employment Sales Personality Test (or Pre-employment Sales Aptitude Test) if they both share similar personality traits. However, in the real world of selling the sales superstar may outsell the inexperienced salesperson by up to twenty to one. There is a much better way to hire good experienced salespeople, by using a "Real" Sales Assessment Test, as this article explains. While pre employment Sales Personality Tests or Sales Aptitude Tests may offer some value towards recruiting inexperienced entry level salespeople, there is a much better way of hiring good experienced salespeople, using a sales ability based Sales Assessment Test such as The JOY Tests (TM) of Total Sales Ability (TM) from Dan Joy, Inc. How Can You Determine Which is the Best Pre Employment Test for Sales? **End Summary** Topics: pre employment testing]]> pre-employment test]]> sales personality testing]]> sales aptitude test]]> sales]]> pre employment sales aptitude tests]]> ]]>]]> About the Author: ]]> Dan Joy (BS Engineering, MBA Marketing) is a Sales and Marketing scientist. Employers may receive 10 Free Pre Employment Sales Assessment Tests from Dan Joy, Inc., at http://www.danjoy.com/

Good Sales Team Building: How to Build a High Performance Sales Team of Top Producing Sales People

Thu, 06 Aug 2009 11:31:25 -0400

If you are an entrepreneur, business owner, senior executive or sales recruiter, you probably already know that hiring good salespeople is one of the hardest things that a corporate sales recruiter or employer does. Not any more! So how can prospective employers or sales recruiters tell which job applicants can sell? They can make the job applicants take a well-rounded online pre-employment sales assessment test. If you are an employer or sales recruiting company, you may start with 10 Free Sales Assessment Tests from Dan Joy, Inc. Common Sales Recruiting Mistakes: A sales hiring mistake can cost an employer up to $100,000 or more. Many sales recruitment firms and employers are deluged with sales resumes, but have no way of knowing who can really sell. So, they often tend to hire someone with whom they "feel comfortable", who is "like them", who "looks good", or who has "industry knowledge". None of that necessarily means that the person can actually sell. A good Sales Assessment Test like The JOY Tests (tm) of Total Sales Ability (tm) from Dan Joy, Inc. **End Summary** Topics: sales test]]> sales testing]]> attributes]]> qualities]]> characteristics]]> great salesperson]]> sales manager]]> ]]>]]> About the Author: ]]> Dan Joy (BS Engineering, MBA Marketing) is a Sales and Marketing scientist. Employers may receive 10 Free Sales Assessment Tests or The JOY Tests (tm) of Total Sales Ability (tm) from Dan Joy, Inc., at http://www.danjoy.com/

Need Free Sales Personality Test or Sales Aptitude Test Free? Total Sales Ability Assessment Better!

Thu, 06 Aug 2009 08:17:23 -0400

Experienced sales-hiring managers have long known that it takes more than just personality or psychology to close the sale. An old style pre employment test, sales aptitude test or sales personality test may be inadequate in helping you hire Top Sales Executives, good Sales Reps or great Regional Sales Managers. Testing for Total Sales Ability (tm) is the best solution, and businesses interested in hiring great sales people or regional sales managers can now receive 10 FREE Sales Assessment Tests from Dan Joy, Inc. As a busy senior executive or small business owner, how can you tell which of your job applicants can really sell? Use Sales Assessment Testing to find out. Here's what you need to know about Pre-Employment Tests or Sales Assessment Tests if you are interested in hiring a good Sales Executive, top Sales Representative or the best Regional Sales Manager for inside sales or outside sales, primarily in a Business to Business or B2B sales setting, but for many Business to Consumer or B2C sales scenarios too: A. Sales Personality Testing is not enough: Testing for sales personality alone is not enough. **End Summary** Topics: sales personality test]]> sales aptitude test]]> assessments]]> hire]]> hiring]]> sales person]]> salesperson]]> ]]>]]> About the Author: ]]> Dan Joy (BS Engineering, MBA Marketing) is a Sales and Marketing scientist. Employers may receive 10 Free Sales Assessment Tests at http://www.danjoy.com/

Increase Sales Revenue NOW! Seven Sales Secrets to Increasing Your Sales Volume Even in a Recession

Wed, 05 Aug 2009 16:06:00 -0400

Marketing is a Science. After 23 years of recruiting sales people, training sales managers, building businesses, and reading hundreds of books, I have narrowed down the following seven (7) critical areas that need to be mastered, for sustained sales growth: 1. Positioning / Branding / Differentiation: Effectively answering the most important question in the prospect's mind, "Why should I do business with you (and not your competitor)?" is crucial. So is, a strong "Sales Posture". Salespeople without a Unique Value Proposition (UVP) often have to resort to price cutting. Begging for business is not a viable sales strategy. Remember, the prospect's mind works on the W.I.I.F.M. principle ("What's In It For Me?). 2. Potent Sales Scripts: Scientifically written, natural sounding and emotionally compelling scripts for Sales Prospecting / Pre-Qualifying, Sales Presentation, Objection Handling, Sales Closing, Following up and FAQs are vital. Good sales scripts will help your salespeople stay on track, ask the right questions, and "sail" into the Close! A written script can also help you train new sales people quickly, and convey a consistently professional image of the company. 3. **End Summary** Topics: increase sales tips]]> increase sales revenue]]> how to increase sales volume]]> grow sales]]> sales secrets]]> ]]>]]> About the Author: ]]> Dan Joy (BS Engineering, MBA Marketing) is a Sales and Marketing scientist. Employers may receive 10 Free Sales Assessment Tests at http://www.danjoy.com/

How to Hire Sales Professionals: Hiring Sales Manager, Hiring Sales People, Hiring Sales Associates

Sat, 01 Aug 2009 22:51:22 -0400

Hiring good sales people is one of the hardest things that a sales recruiter or employer does. Not any more! So how can prospective employers or sales recruiters tell which job applicants can sell? They can make the job applicants take a well-rounded pre-employment sales assessment test. If you are an employer or sales recruiting company, you may start with 10 Free Sales Assessment Tests from Dan Joy, Inc. Common Sales Recruiting Mistakes: A sales hiring mistake can cost an employer up to $100,000 or more. Many sales recruitment firms and employers are deluged with sales resumes, but have no way of knowing who can really sell. So, they often tend to hire someone with whom they "feel comfortable", who is "like them", who "looks good", or who has "industry knowledge". None of that necessarily means that the person can actually sell. A good Sales Assessment Test like The JOY Tests (tm) of Total Sales Ability (tm) can help reduce subjectivity and guesswork, so you can make more objective hiring decisions, and hire great sales people or regional sales managers. Who Can Use Sales Assessment Testing? In the past, sales assessment tools were used primarily by large companies. **End Summary** Topics: hire]]> hiring]]> recruiting]]> top sales executive]]> sales manager]]> sales assessment test]]> sales testing]]> ]]>]]> About the Author: ]]> Dan Joy (BS Engineering, MBA Marketing) is an acknowledged Sales and Marketing scientist. Employers may receive 10 Free Sales Assessments at http://www.danjoy.com/

Choosing a Pre Employment Sales Personality Test or Sales Aptitude Test to Hire Top Sales Executives

Thu, 30 Jul 2009 14:42:32 -0400

Hiring managers have long known that it takes more than just personality or psychology alone to close the sale. An old style pre employment test, sales aptitude test or sales personality test may be inadequate in helping you hire Top Sales Executives or great Regional Sales Managers. Testing for Total Sales Ability (tm) is the best solution, and businesses interested in hiring great sales people or regional sales managers can now receive 10 FREE Sales Assessment Tests from Dan Joy, Inc. As a business executive or business owner, how can you tell which of your job applicants can really sell? Use Sales Assessment Testing to find out. Here's what you need to know about Pre-Employment Tests or Sales Assessment Tests if you are interested in hiring a Top Sales Executive or a great Regional Sales Manager: A. Sales Personality Testing is not enough: Testing for sales personality alone is not enough. Would you select a doctor just because they had a good personality but no skills, ability or experience? Similarly, using a sales personality test to predict sales potential often results in disappointment. **End Summary** Topics: sales personality test]]> sales aptitude test]]> pre employment]]> ]]>]]> About the Author: ]]> Dan Joy (BS Engineering, MBA Marketing) is an acknowledged Sales and Marketing scientist. Employers may receive 10 Free Sales Assessments at http://www.danjoy.com/