The Forrester Salesperson Hiring Tool — Master

To engage successfully with the modern business buyer — from procurement level to the executive — salespeople require a different combinations of skills and competencies. The Forrester Salesperson Hiring Tool provides B2B marketers who are sales enablement professionals with a framework to assess candidates for a sales position, using a highly researched set of criteria that helps management identify the specific type of seller to pair with a target buyer. The tool comprises two Excel worksheets that, together, help sales managers evaluate the seller competencies of candidates for an open position. Upon completion of the manager's assessment and candidate self-assessment, responses are entered into this master tool to provide an interview guide as the basis for a discussion between the manager and the candidate. Using a common set of criteria based on the needs of four buyer archetypes, managers can identify gaps between a candidate's current approach to selling and the needs of the type of buyer the rep will be expected to work with. Armed with these insights, managers can have informed interviews with candidates and understand the gaps in their skillset that must be addressed.
This toolkit was updated in September 2015 to reflect new Forrester terminology as defined in the B2B Go-To-Customer Strategy Matrix.