The Asher Blog

“An organization, no matter how well designed, is only as good as the people who live and work in it.” – Dee Hock, founder and former CEO of VISA.... read more

Our training programs for sales teams incorporate the latest neuroscience research. Study after study prove that Emotional Intelligence (EQ) is a better harbinger of sales success, more than IQ. This is logical: those with highly developed EQ can better relate to others and gain their trust, and this makes for easier sales.... read more

The APQ has proven to be an indispensable tool for recruiters and sales leaders in thousands of companies. The strong correlation to real-world performance, easy-to-understand charts and reports, and uncomplicated set-up make it a leading pre-employment assessment for sales organizations.... read more

In this chapter, we’ll explore a few best practices for implementing pre-employment assessments in your business. All are based on years of real-world experience working with many B2B customers to identify and hire the best possible candidates. ... read more

In the previous chapters we covered the basics of pre-employment assessments and their value to sales organizations. In the following installment, we delve into the features which comprise a great test, especially for sales candidates.... read more

EQ, or Emotional Intelligence, is a hot topic among sales leaders. Word has spread that when it comes to sales success, EQ trumps IQ. This makes the identification of those with natural EQ, and its development in those who lack it, important tasks to boost the effectiveness of any sales team. ... read more

Employers have a wide variety of assessment options, and the market is predicted to grow – especially for online testing solutions.... read more

Pre-employment assessments vary in what they measure. Some are skills-based, such as those which require the test taker to complete job-related tasks. Others measure general problem-solving faculties, a perfect example being the good old-fashioned IQ test. And then there are aptitude tests which seek to predict suitability for certain jobs based on the personality or attitudes of the test taker.... read more

Implementing a pre-employment assessment to test all prospective employees, particularly salespeople, has many benefits. ... read more

Austrian economist Joseph Schumpeter coined the term “creative destruction” in 1942 to describe how technological advances increase productivity in any endeavor but simultaneously destroy part of it as well. At its essence, it means we have to dismantle the current way of thinking and doing things in order to progress – and this means even entire professions could be wiped out in the process (horse and buggy drivers after the automobile, for instance). ... read more

Many buyers no longer seek as much education from company reps as they did before. They can execute much of their research and product discovery online well before talking to a salesperson. Because of the wealth of information available to prospects, salespeople have been pushed much further back in the buying process.... read more

You’ve incorporated a hiring aptitude test into your recruitment line and have assembled what you feel is a top-notch team of sellers. You’ve put them through training and feel you are definitely moving in the right direction. And, you wonder if there is something else you can do to improve your sales department. There is – it’s called salespeople engagement. ... read more

When hiring sales talent, recruiters are increasingly looking for salespeople who can build their personal brands and do some marketing on their own. For the individual salesperson, this generally means blogging, videos, LinkedIn and other social media.... read more

We would like to thank The Hire Talent for the fantastic InfoGraphic. The Hire Talent is a pre-employment assessment testing service, offering a broad range of behavioral and competence-based assessments in order to hire the best talent on the market.... read more

Successfully placing someone in the “right” position for them means matching their personality, work habits and traits to the job. Candidates who enjoy the tasks and behaviors they have to repeat each day on the job are more likely to be interested in and engaged in their work for longer periods of time than those who are in jobs where they have to do things regularly that are outside of their interest or comfort zone.... read more

Emotional intelligence for sales success requires learning how buyers react to certain activators and why. When you have this knowledge, you will be more in tune with prospects and close more deals faster. ... read more

Every salesperson is tasked with presenting their solutions to potential buyers. Sometimes this involves just one buyer, but in the B2B and government sales world this usually means multiple people such as a group of executives or a buying committee. This can cause problems for salespeople uncomfortable with public speaking. ... read more