Pre-screening your sales rep before wasting time on interviewing

By October 5, 2015Sales
pre-screening-sales-rep

There have been absolutely innumerable posts published recently talking about recruitment. And as I venture into sales topics more, every 4th post or so is about ’secret hiring sauce’. Given range of tactics and models used, even within sales domain, I fail to see anything that stands as good as DISC model.

I first heard about it in The Ultimate Sales Machine by Chet Holmes. And he gave a cookie cutter approach to hiring a performing sales guy. Well, even a wonder kid borne with the one in a million Indian astrological charts goes through bad times, its hard to say that everyone that meets specific DISC profile hypothesized by Chet will be a star performer.

But theoretically, good to admit that chances do go up.

In fact, I have been trying this DISC profile on all the people I have been interviewing. And almost anyone I have been having a business conversation with. I observe, if I reverse engineer their route to the role at work to this profile – it seems that its easy to see why they do, what they do and how well they do it.

Disc_D

Dominance
Person places emphasis on accomplishing results, the bottom line, confidence

Behaviors
– Sees the big picture
– Can be blunt
– Accepts challenges
– Gets straight to the point

Disc_I

Influence
Person places emphasis on influencing or persuading others, openness, relationships

Behaviors
– Shows enthusiasm
– Is optimistic
– Likes to collaborate
– Dislikes being ignored

Disc_S

Steadiness
Person places emphasis on cooperation, sincerity, dependability

Behaviors
– Doesn’t like to be rushed
– Calm manner
– Calm approach
– Supportive actions
– Humility

Disc_C

Conscientiousness
Person places emphasis on quality and accuracy, expertise, competency

Behaviors
– Enjoys independence
– Objective reasoning
– Wants the details
– Fears being wrong

So here is the finding that I noticed.

  • If you are high in D and I, its likely that you are doing well in sales.
  • If you are high in S and C, its likely you are in operations
  • If you are high in D & C, you are good in marketing.

Ok to prove and see some tests, I am going to send this to 30 people. Tony Robbins has really made this job easy for me by creating this excellent free DISC Profile test. Lets see where it leads to. I will collate their performance, role, position to these DISC and publish the results here.

Next post in 2 weeks or so.