The Asher Blog

Recent events have made online sales training more important than ever. Until the coronavirus pandemic is over, it remains the only form of meaningful personal sales training for many salespeople and executives across the country. I recently recorded an episode for our Asher Sales Podcast called “Seven Elements of Crazy Good Online Sales Training” where … Online Sales Training Success

The coronavirus pandemic is a rapidly evolving, fluid situation which will undoubtedly have many new developments by the time this post is published. With extensive shuttering of restaurant and meeting/entertainment venues, mass gatherings discouraged, and more than a few cities on mandatory lockdown, times can seem dire for B2B salespeople. How are you supposed to … Ten Prospecting Methods to Use During “Social Distancing”

“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. A fundamental challenge for many HR departments, recruiters, sales managers, and sales executives is finding the “right” people to fill open sales positions. When good salespeople … Chapter 1: What are Pre-Employment Assessments

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. One important component … Hard or Soft? How your messaging style affects acceptance

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. However, the APQ goes far beyond simply helping to find the best possible sales candidates. … Chapter 8 – Beyond Pre-employment (how else to use)

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. Our hiring test of choice remains the Advanced Personality Questionnaire (APQ), so we will refer to it throughout … Chapter 7 – How to Implement

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. Correlation studies The most important question every test must answer is “Do these test scores correlate with real-world performance?” Otherwise, … Chapter 6 – What to look for? (Key Selection Factors/Features)

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. A pre-employment assessment, such … Chapter 5 – Sales Emotional Intelligence

Employers have a wide variety of assessment options, and the market is predicted to grow – especially for online testing solutions. Readers might wonder: “What is the big difference between a sales aptitude test such as the APQ and all the other very popular sales assessments on the market — or even an old-fashioned IQ … Chapter 4: How Sales aptitude is different from traditional pre-employment tests

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 … Chapter 3: How Do They Work?