Author Archives for Shanan Marshall

#2 – Recruit the Currently Employed by Chris Gee, PhD.

June 23, 2021 2:20 pm Published by Leave your thoughts Welcome to the second installment of our blog series focused on the predictive characteristics of top performing salespeople.  As a reminder, the data utilized in these analyses is global in nature and includes competitive sales positions across a variety of industries that are part of SMG’s vast database of over 25M respondents. It is also longitudinal in nature (includes the past 10 years) ensuring no temporal or geographical biases are present. PREDICTIVE TRAIT #2: EMPLOYED AT THE TIME OF APPLICATION Our second predictive attribute of top performing sales reps is that they are currently employed at the time of applying to a new career opportunity. This is a natural progression from last week’s trait (warm sourced) as the majority of these folks are not actively job seeking in the traditional sense (e.g., on Indeed applying to 50 opportunities a night). In fact, most of them are likely very comfortable in......

Sales Reps With These 6 Characteristics Average 297% Higher Production – Published by Chris Gee, PhD

June 23, 2021 2:06 pm Published by Leave your thoughts Over the past 41 years, The Self Management Group (SMG) has amassed a global normative database of over 25 million candidates who have applied for competitive sales positions. This unparalleled database has yielded incredible insight into both the psychographic and demographic factors that are predictive of successful salespeople. The current blog series is intended to highlight the 6 most predictive demographic factors and provide empirical support of their direct relationship with actual on-the-job sales performance and retention. The data utilized in these analyses is global in nature, and includes competitive sales positions across a variety of industries. It is also longitudinal in nature (includes the past 10 years) ensuring no temporal or geographical biases are present. This will be the first of 7 blog installments, with the final post culminating in the aggregate predictive power of all six of these critical attributes combined. Each week we will introduce you to......
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