Tweet

Recruiters Fear Sales Assessments

Written by: Dave Kurlan

Article Overview: I'll get a lot of flack over this article. People will say that I'm unfairly characterizing recruiters as dealers of human flesh and that there are recruiters who not only use and pay for assessments themselves, but who guarantee the performance of the salespeople they place. I agree. If you must use a recruiter, use one of them!

Recruiters Fear Sales Assessments

I was forwarded an email that originated with from a colleague's client that read,

"...Many candidates are advised to not take on line sales assessments before at least a phone conversation."
Why do you think that is?


Recruiters don't believe in them?
Recruiters think they add an unnecessary step to the process?
Recruiters think they are smarter and can provide better insights than an assessment?
Recruiters feel threatened that they don't have total control when presenting the candidates?
Recruiters don't understand the assessments and don't want to be in a position where they must defend a finding?
You could probably make a case for any or all of those potential reasons but the real issue is this:

Most recruiters are in the business of selling sales candidates, presenting those candidates in the best possible light and hoping a client chooses one of their candidates. OK so far. But if their superstar candidate has to take a sales assessment, especially if it's Objective Management Group's Assessment, the candidate will be exposed and the candidate's ability or lack thereof to perform in that company will be revealed. Take into account that in general, about half of the candidates screened by our assessment are not recommended for the position for which they applied. For more senior sales positions, as many as 75% may not be recommended.That may help you understand the recruiter's reluctance to allow their candidate to the assessment. After all, who is the recruiter looking out for - the client or the candidate? Well, neither. The recruiter looks out for number one.

I'll get a lot of flack over this article. People will say that I'm unfairly characterizing recruiters as dealers of human flesh and that there are recruiters who not only use and pay for assessments themselves, but who guarantee the performance of the salespeople they place. I agree. If you must use a recruiter, use one of them!

Related Articles
  Many Recruiters Fear Sales Assessments
  Sales Assessment Comparison - Objective Management Group vs. Devine
  Pure Evangelism: How to Get Great Candidates
  Top 5 Reasons Why the OMG Sales Assessment is More Predictive
  4th of the Top 10 Kurlan Sales Management Functions

Article Tags: colleague, email, flack, human flesh, insights, management group, objective management, phone conversation, possible light, recruiter, recruiters, reluctance, sales positions, salespeople, unnecessary step



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: Fear of Success - You don't need to fear success. We should embrace it. Fear is define by a man of God as False Evidence Appearing Real. the meaning is what we fear most does'nt come to pass
Other Great Books... - Feel The Fear And Do It AnyWay - Susan Jeffers How To Stop Worrying And Do It Anyway - Dale Carnegie ('What's the worst that could happen - the worst?' Then prepare yourself for that and reality is such a relief!).
Re: What I'm reading this weekend - Oct 8, 2010 - these are great! In particular, I liked "you’re already perfect" and "Smashing through the Black Wall of Fear." That's exciting that there is a new 4-hour book out. I really enjoyed "The 4 hour Workweek."


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Google Panda and Your Search Engine Rankings

THE “SECRET RECIPES” OF LEADERSHIP

How to Handle the “I Am Not Interested” Objection

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.