Posted on 02/25/2019 at 09:00 AM by Tom Hamilton, SPHR
Six Critical Factors in a Sales Person - Part 5, Mental Toughness.
How many times has your organization thought you hired a real winner? Experience was perfect, references said good things, and they interviewed beautifully. Then they failed in a sales or development role? So what happened? Perhaps they were very sensitive and had a fear of rejection? When a person exhibits low mental toughness they will not take rejection well or bounce back from a disappointment. Why is this big deal? Because in sales, rejection is a fact of life and if you can't bounce back you will never be able to maintain a proactive approach to making sales. You need to know how mentally tough a person is to predict how well they will perform in a sales job. It's just that simple.
Conclusion: Assessing your exempt level candidates with the achiever is very important since the assessment measures both mental aptitudes as well as the psychological attitude toward their own mental toughness...an essential fact that you need to know before hiring any candidate. The achiever assessment is a legal, objective and consistent way of selecting the best performers for any job.
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