Thursday, 11 September 2008

Do you have to be smart to be good at selling ?

I'm helping a client recruit some new sales people. As part of the process we're using various psychometric and sales skills tests. We have one candidate who has a proven successful track record and seems to tick all the boxes.... except that his IQ comes out at 75. An IQ of 100 is average, so 75 is significantly below average, putting him in the bottom 5% of the population. Now, I generally work on the assumption that for a salesman to be consistently successful he needs an IQ of at least average (otherwise, most people that he'll be trying to sell to will be 'smarter' than him).
In this case however, the role is simple commodity products, so no great challenge in learning about the products. His score on the sales skills test came out good in all areas and his face to face skills seem good (at least in an interview).
One view is that in this case, experience, previous success, sales skills and social skills should out-weigh a low IQ. What do you think ? Would his low IQ stop you giving him the job ?

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Monday, 21 July 2008

web sites that dont let you buy !!!!!!

I want to rent a camper van for a few days.....searched on the web, found what looked like a good site to search for and book one, entered all my details, hit 'get quote' and look what happened .....
ADODB.Recordset error '800a0e79'Operation is not allowed when the object is open./enquiry2.asp, line 325.
As well as wasting my time I find this really sad....the company has invested significant time, energy and money on creating this web site. They had a prospect ready and willing to buy and they have just lost him. I don't really know why it gave this error and I shouldn't need to - I could phone them up, but I will just go to one of their competitors instead, because it will be easier and faster. The web is a great way to quickly promote your business and get customers. It is also a great way to loose them very quickly !
The morale of the story - make sure you get some potential customers to test the site and test it in different browsers.

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