Many testing companies believe that you should benchmark your current employees before you test new candidates. We don't. Benchmarking can reveal the ten traits shared by your successful salespeople - but the unsuccessful salespeople may have those traits as well. In the 1980's we began to study the differences between top salespeople and their unsuccessful peers, and we learned how they are different, instead of what the top performers had in common.

Identifying what your top salespeople have in common, and looking for those same traits in your new candidates, does not consistently find you strong, successful salespeople because:

• The process is only as good as your top performers who might not be all that successful to begin with.
• Many companies misidentify top performers, confusing them with top account managers who sustain their existing business but do not grow their account base and their revenue.
• Traits that your top performers have in common may not have anything to do with what makes top salespeople successful.

We know what makes a salesperson successful. When we combine our criteria with your criteria, we recommend with 95% accuracy the sales candidates who will achieve great success selling for your company.