Recruiting Top Sales Talent | How to Predict Success Before you Hire

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They say anything can happen in the NCAA Tournament, and the this year’s early rounds have proven this is true. This year, some top teams, like Kentucky for one, were unexpectedly knocked out. Although the tournament outcome can be unpredictable, the fact remains; top teams like Kentucky, Duke and Kansas have high-performing teams year after year. How do they manifest this lasting success?

It’s their culture that keeps them performing at this level. Whether you’re a Fortune 100 company, a successful sales team, or a perennial winning NCAA Basketball team, what propels you forward is your strong culture. Culture Fit is the secret sauce that gives you a competitive edge that is lasting.

As a Sales Leader, you have the same challenge as a Head Coach
What are some of the challenges you share as a Sales Leader with some of the best NCAA basketball coaches? Let’s take a look at how UK Wildcats’ Coach John Calipari tackles the obstacles he faces to build a well-aligned team that’s able to come together and fire on all cylinders year after year.

Your Biggest Challenge: Recruiting Rookies Who will Become Top Performers
If you’re in charge of building (and retaining) a top-performing Sales organization, you know how stiff the competition is for the best Sales talent. How do you identify which candidate from your long list of qualified applicants is most likely to become a top performer? You’ll want to check out the Hiring for Culture Fit Worksheet to see how to do this yourself

Kentucky’s Head Coach John Calipari is always in recruitment mode. It’s fair to say he’s nurtured a pretty strong “team culture,” so to speak, and when he sets out to identify young players who will be a great “fit,” what he’s really looking for are guys who are well aligned with the UK team culture he’s fostered.

When I talk about a well-aligned culture, what I mean is that the UK players have a lot in common when it comes to what’s most important to them — in short, they share a lot of the same values. Calipari knows that the best young players are focused on one thing — reaching the NBA. He makes sure that what’s important to the team, coaches, and the entire UK organization is aligned with what the players value. This Culture Alignment, or shared set of common values, is really powerful. When there’s good alignment, players are going to perform better, be satisfied, and stay longer. Well-aligned values create a win-win culture for everyone, whether it’s on the court or in the office.

What do 
you look for when you have a Sales position to fill on your team?
A great place to start is to take a close look at the folks on your high performing team today, then try to identify what they have common, then look for someone who has “it” too. But what is “it”?

At RoundPegg, we will tell you that “it” has a lot to do with the values the folks on your team share. And this isn’t just us talking, this theory is based on decades of research in Organizational Psychology — the arm of Psychology that that looks at the impact of company culture and what drives employee performance.

The research tells us: An employee is most likely to be a good performer, satisfied in their role, and want to stay when they share a lot of the same personal values with their teammates, manager and company.


Download the Hire for Culture Fit Worksheet

You can predict a candidate’s success before you hire them

But here’s where the research reveals something really useful; it shows us that it is possible to predict how well-aligned a potential new hire is (whether they are a Culture Fit) before you hire them. RoundPegg makes it easy to learn what a candidate’s top values are with software.

Researchers have identified the 36 Personal Values shape how an individual likes to communicate, make decisions, and be rewarded. These Values include things like Being Team Oriented, Autonomy, Being Competitive, Fairness, Informality, High Pay for good Performance, Confronting Conflict Directly, and Praise for Good Performance. You can see the full list of 36 Values here.

Once you know what the individuals on your team values most, you know what to look for in a new hire. A prospective new hire who shares the same values as your team to a high degree has a high likelihood of being good fit for your team — and is more likely to be a good performer. Knowing how a candidate will fit your culture lets you minimize some of the risk of making a bad hire — and increase your odds of hiring a superstar. Shazam!

Here’s a look at a Sales Team’s Top 5 Values. RoundPegg’s 7-minute Values Assessment survey shows you the top values held by each person on the team, and evaluates the degree of alignment across your team. Candidates take the same Assessment. You can see the “Fit Scores” of two candidates — this is a measure of how well their personal values align with the shared values of this team.




So take a page from some of the winningest coaches’ playbooks; build a team aligned around a common set of values to nurture a high-performing culture to increase your odds of reaching your goal!

Take RoundPegg’s 7-minute Assessment yourself (click button below), get your results, and then invite up to 10 others to take it too!

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