SPI INSIGHT: Selecting & Developing Sales Talent With Employee Assessments

At this moment, an online search for “sales hiring assessment” delivers over 46 million hits. But here’s a dirty little secret: most of these assessments don’t significantly improve the accuracy and quality of new hires. Statistical analysis of generic assessments indicates that they can only improve the likelihood of hiring the right sales candidate to a maximum of around 50 percent – which means that you will likely be wrong more than half the time, at best. In other words, most sales hiring assessments provide about as much certainty as rolling dice.

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