Life safety and commercial security salespeople are not Hunters. 

Does your sales team Hunt?

I was reviewing some of the incredible data and science that Objective Management Group (OMG) has on more than 2.3 Million salespeople when the following caught my eye.  

The top 10% of all salespeople get an average score of 81 out of 100 for The Hunting Competency.  The salespeople in the construction trades like life safety and commercial security have a score of 50 out of 100 for Hunting.  Yikes 

The Speciality Trades even lag behind all salespeople with an average score of 59.  This is this summary chart. 

You can access the chart and data here. 

When I sold fire alarm systems in the early 2000s,  I noticed that many reps in the industry had a quote and hope mentality.  When I became Sales Manager, I avoided sales candidates who had experience selling Fire Alarm because they couldn’t hunt. 

What I mean is the reps didn’t hunt for new business, they did take-offs. bid on projects, and hoped they were “low”.  There were very few salespeople calling on the end users to differentiate their products.  

Of course, other sales competencies are needed to be successful, but the Hunting weakness jumped out as an underlying cause for poor performance.  Even if you can sell value and qualify prospects, you have go out there and find them.

Go Check Out the Data and Science for yourself  here.  There is some better news around Sales DNA.  If you are in a different industry you can change the industry to yours. 

I found all of the data particularly interesting because you can consistently hire great salespeople who will Hunt.  You can identify candidates who will succeed in your business, selling to your ideal decision maker, against your competition at your price points by using the tool that the most successful sales organizations use.  

OMG’s Sales Candidate Assessments are the most accurate and predictive sales assessments on the planet.  Check out the tool yourself  here.  There is no reason to hire salespeople who will not Hunt! 

I also have an exciting Free offer coming up in August that I have been working really hard on.  Combined with the assessment, you will have everything you need to hire your next sales superstar.  Follow me on LinkedIn for the upcoming announcement. 

Questions?  Let me know. 

I want to thank you for subscribing and reading the blog.  The entire team at Helix Sales Development is working hard to deliver value to as many entrepreneurs as we can.  We do not and cannot work with everyone who reaches out, but we are building offerings to give you access to great tools.