“Specialized knowledge by itself produces nothing.” — Peter Drucker
It’s a scenario I’ve observed many times over the years: A testing vendor sells sales assessment tests to a company and promptly vanishes. The reality is, in order for pre-hire assessment testing to be effective, you need more than just a test. After the sale, training and support is essential if managers are going to get the best results.
Sales assessment testing is only one component in a successful hiring program. Reputable vendors will take the time to educate the management staff on how to administer and evaluate the assessment. The right vendor will also have the ability to help managers understand how the assessment results tie in with the company’s “real-world” operations.
Upcoming Event: Headed to San Diego next month for the MBA Annual Conference? Don’t miss my session, “Shaping the Future Mortgage Sales Force,” on October 13, 2009, 2:45 p.m.-4:00 p.m. I will be discussing the sales force of the future and the trend toward a smaller, better sales staff. If you plan to attend, let me know. I look forward to seeing you there!