For the first
time, The Barnett Assessment of Sales Behaviors™ failed
to differentiate top and bottom producers in a study
for one real estate company. However, a closer
look revealed " top producers" in the sample
averaged 8 years of tenure while "poor performers"
averaged less than a year. Also, 75% of "top producers"
admitted they don't prospect.
When tenure
was statistically factored out of the mix, the predictive
accuracy of the instrument improved to 78% (p<.1).
Conclusions:
Veterans don't sell
the same as rookies and should not be used as your
hiring template.
Don't use the Barnett
Assessment of Sales Behaviors if your salespeople don't prospect.
If new reps are
expected to prospect and develop incremental business,
the Barnett Assessment of Sales Behaviors should
be an extremely effective tool in helping recruiters
spot sales talent and diagnosing problems in a current
sales force.
