hiring the right person

Business owners and CEOs repeatedly express frustration with finding sales talent. Slow ramp-up, long learning curves and high washout rates exasperate them. Their angst is understandable. Most organizations use the same sales hiring methods they have had in place for decades. 

While interviews and resumes can provide useful information about candidates, they are poor predictors of sales performance. A more strategic and targeted approach is essential in today's competitive business landscape. Enter position-specific competency selection models — a game-changer in the sales hiring process. This article explores how these models provide a powerful framework for selecting the best-fit candidates and unlocking success within your organization. 

Position-specific competency models map specific competencies required for success in a particular sales or sales management role. They outline the essential skills, knowledge and behaviors candidates should possess. Organizations can use these models to precisely evaluate candidates based on the criteria directly linked to the job requirements. 

Benefits that set position-specific competency selection models apart:  

1. Targeted Evaluation: These models enable organizations to evaluate candidates based on the precise competencies needed for the role, ensuring a perfect alignment between the evaluation and job requirements.  

2. Objectivity and Consistency: Position-specific competency selection models foster objectivity and consistency in the evaluation process, minimizing bias and subjective judgments. This results in a fair and reliable assessment across all candidates.  

3. Informed Decision Making: By focusing on the specific competencies, organizations can make more informed decisions, selecting candidates who possess the exact qualifications required for success in the role.  

4. Streamlined Process: These models streamline the candidate evaluation process, saving valuable time and resources. Organizations can efficiently assess candidates based on relevant competencies, eliminating unnecessary evaluations.  

5. Improved Performance: By hiring candidates with the right competencies, organizations set the stage for enhanced performance and productivity, as employees are better equipped to fulfill job requirements and drive success. The result is a shorter ramp-up and time to revenue.  

Implementing Selection Models 

To implement position-specific competency selection models effectively, organizations should follow these steps:  

1. Identify Key Competencies: Determine the core competencies needed for the specific position by analyzing the sales competencies required to succeed in the role. This includes grit, sales DNA and comparing successful to unsuccessful employees in similar roles.  

2. Develop the Model: Create a competency model based on the measurable and relevant competencies, knowledge and behaviors required for success in the role.  

3. Assess Candidates: Use the model to evaluate candidates based on the identified competencies using a sales-specific assessment that has been validated to predict sales or sales management success. If the assessment tool does not predict whether the candidate will be successful, do not use it. 

4. Make Informed Hiring Decisions: Utilize the evaluation results to make data-driven hiring decisions, selecting candidates who possess the strongest alignment with the required competencies. 

5. Work with an Expert: There's no need to reinvent the wheel. Work with an expert who can demonstrate the model's effectiveness, use cases and determine the likelihood of success in your environment. 

Position-specific competency selection models offer a strategic and targeted approach to sales candidate selection, revolutionizing selection and onboarding. By focusing on measurable competencies essential for success in specific roles, organizations can make more informed decisions, improve performance and drive sales success. Embrace the power of these models to unlock the potential of your organization and propel it to new heights of achievement. 

Jim Peduto is the Managing Partner and the co-founder of Knowledgeworx, LLC. Owners and CEOs rely on Jim's strategic thinking and transformational growth expertise to win market share and achieve performance gains.