Sales Solutions that Deliver Results

All sales managers know that they have to interview and coach well, but they are pulled in so many different directions — with endless meetings, answering emails, completing reports for management and putting out internal fires — there just doesn't seem to be enough time in the day!

Interviewing and coaching don't get the focus they require. The problem is complicated by two factors: Sales candidates over-hype their origination skills during the hiring process; and existing sales employees need more individual training than ever to succeed in today's difficult marketplace.

The truth is that hiring well is not easy. Consider that:

  • 78% of candidates exaggerate on their resume to get a job;
  • 75% of final hiring decisions are based on "chemistry" because the process is emotional;
  • 50% of hires prove to be a bad fit within the first 180 days on the job.

No wonder managers dread interviewing!

Coaching and developing sales people isn't much better.

Many managers spend less than 5% of their time developing their sales force. Coaching often takes a backseat to other, more "urgent" tasks but it is also the primary action that will change sales team results. It isn't a surprise that 61% of employees think their managers are poor coaches.

What if sales managers had objective tools that could help them quickly identify which sales candidates have above-average selling talent and pinpoint what behaviors and knowledge gaps are holding back their current originators from succeeding?

More than 15 years ago, we developed our science-based assessment and training products to help managers hire and develop sales professionals who will achieve and exceed their goals. We have transformed mortgage sales organizations from underperformers to winners, whether the market is refinance or purchase money. Our clients' successes are our best testimonial. Three of the top six firms ranked in the latest J.D. Power's Home Mortgage Origination Satisfaction Study are our customers.


Photo of Pat Sherlock

Latest Blog Posts

Do You Know the 9 Personality Traits that Predict Sales Success?