Completely grasp the power of this – There are always a smaller number of ideal buyers, rather than all buyers, so ideal buyers are cheaper to market to and yet bring greater rewards.

1. Chet Holmes: Personality Testing May Save Your Company from Expensive Mistakes
Personality testing is erroneously left to recruitment agencies by most employers, and never
employed within the company for the existing staff, warns Chet Holmes, one of America’s best
recruiters and business trainers. Apparently, most managers don’t believe that personality testing is
necessary, once the candidate has gone through a standard recruiting procedure. Chet Holmes
But this is truly the problem, argues Chet Holmes. Recruiting agencies have a standard personality
test for all positions. Let’s envision this situation: a good operations manager is promoted as CFO.
The once brilliant performer now struggles and does not reach even the minimum level expected of
them. Why is that so? Simply because of this: that person had all the necessary traits to be a great
operations manager, and none of the traits of a CFO. Using a personality test before offering a
function within the company should be mandatory, recommends Chet Holmes.
He himself has seen some of his handpicked sales persons fail, because they did have all it takes to
perform at B2B level, but not when faced with a client at the other end of the telephone line. So
many people struggle in the wrong position, while they could perform superbly in another
department. You may have the top client relationship manager hidden among your sales persons
and wonder at their lack of performance, despite the friendly and outgoing attitude. Chet Holmes
That is why all companies should offer their entire staff a professionally developed personality test.
This test can save a business a lot of money in terms of paid salaries, unrealized sales and badly
implemented strategies. Having the right types of persons in the right positions is as critical as
developing a sound growth strategy. Chet Holmes has seen how a company can change its entire
way of running after his personality test was given both to new hires and existing staff. And, more
important, this test has helped managers take the correct hiring decisions for sensitive positions
within their company.
Personality testing is not a fad which will go away – but it must be done scientifically. After
dismissing all the usual tests you may find at recruiting agencies, Chet Holmes created his own
version. This test is based on letting people have a more honest input in answering the questions.
Business Growth Masters
Also, Chet Holmes’ test has various versions, each applying to a certain department and a certain
set of positions within a typical company. In this way, your potential executives won’t get to answer
the same set of questions as the secretary and the IT administrator, but a set of questions designed to
identify leadership qualities necessary for this position.