Ever sat across from a candidate thinking, “This resume looks great, but are they actually going to SELL anything?”
Welcome to the club. We’ve all been there.
That’s why I run Personal Profile Analysis (PPA) assessments on every single candidate who makes it past the initial screening. It’s like having X-ray vision into someone’s sales DNA before you commit to the marriage.
Let me be crystal clear: a PPA isn’t some magical fortune-telling device. But it is the next best thing to taking candidates on a 3-day sales trip before hiring them.
The assessment breaks people down into four main behavioral styles:
- Dominance (pushing to get results)
- Influence (persuading and engaging others)
- Steadiness (patience and supportiveness)
- Compliance (following procedures and accuracy)
Here’s the beauty of it – there’s no “perfect” sales profile. I’ve seen wildly successful reps across the spectrum.
But there are patterns.
Enterprise sales? That high D/I combo who talks fast and challenges everything might be your superstar.
Customer success with long-term accounts? That S/C blend who builds relationships like they’re crafting fine furniture could be your MVP.
The funniest thing about PPAs? Watching candidates try to “game” the assessment. Spoiler alert: it’s designed to catch inconsistencies. That’s like trying to outsmart a polygraph by clenching your butt cheeks. We. Can. Tell.
I had one candidate who scored off-the-charts on compliance but claimed they “love challenging the status quo.” In the interview, they asked for written instructions… for everything.
Their PPA wasn’t wrong – they were.
Another truth bomb: the assessment is useless if you don’t know what you’re hiring for. “I need salespeople” isn’t specific enough. What kind? For what customer? In what environment?
Before your next hire, get crystal clear on the behavioral traits that would succeed in that specific role. Then use PPA as your decoder ring.
Your gut instinct still matters. Your interview skills still matter. But add a PPA to that mix, and suddenly you’re playing sales recruitment with the cheat codes on.
