Prospecting and Performance

“People determine the performance capacity of an organization.”— Peter Drucker
In my travels, one of the main complaints I hear from sales managers is that their sales professionals don’t prospect enough. Selling is about new customer acquisitions and prospecting is critical to long-term success in our business. While lack of prospecting may seem like a training issue, it really is a hiring issue. It is up to managers to hire sales professionals who possess the innate drive to network and expand their contacts. Assessment testing is one tool that can help managers determine which sales candidates have the personality characteristics needed to excel in consultative selling.