Employers know the traditional interview process only looks at the tip of the iceberg and they need to see “below the water line” to make a better selection decision. There are cost effective, web-based sales assessment tools available today that are designed to look below the water line.  The key to gaining the full benefit of these assessment tools starts with defining the sale:

· What is the primary or target market?

· Who should this salesperson call upon?

· What is the market demand profile?

· How are leads generated?

· Is this a hunter or farmer role?

· What is your sales cycle timeline?

The goal is to identify key behaviors and characteristics an applicant must exhibit in order to succeed in the position. The assessment tools we use today start with over 60 sales process questions.

The bottom line is this – you can look below the water line today but you have to specifically define what you are looking for first. This is the most critical step in the talent selection process.