How to Use Assessments to Hire & Coach Sales Teams w/ Rachel Chang
Building Your Sales Engine
<p>How to hire, place, and coach sellers with assessments—so you avoid hunter/farmer mis-hires and reduce burnout.<br> <br> Assessments aren't paperwork—they're how you hire better, place smarter, and coach faster. Mark McGraw and Rachel Chang break down using work style/DISC, personality, sales capacity, and object reasoning assessments to prevent bad hires, align roles with natural strengths, and target training where it moves the needle. Interviews show experience; assessments reveal potential and capacity.<br> <br> 🔗 Download exclusive sales resources at: <a href="http://buildingyoursalesengine.com/giveaway" rel="nofollow">buildingyoursalesengine.com/giveaway</a></p>
<p><strong>Guest:</strong> Rachel Chang — Project and Consulting Manager @ Sandler Training by Sales Engine<br> <strong>Host:</strong> Mark McGraw — Building Your Sales Engine</p>
<p>In this episode:</p>
<ul>
<li> <p>The hunter vs. farmer trap (and how assessments prevent it)</p> </li>
<li> <p>What each tool measures: work style/DISC, personality, sales capacity, object reasoning</p> </li>
<li> <p>Reading energy × focus (DISC) and adjusting in real time</p> </li>
<li> <p>Natural vs. adjusted style: why sustained "masks" burn people out</p> </li>
<li> <p>Team assessments: find capability gaps; tailor training (composure/resiliency, negotiating, relationship skills)</p> </li>
<li> <p>Experience vs. potential: use both—stop guessing<br> <br></p> </li>
</ul>
<p><strong>Links<br> Sandler: <a href="https://www.sandler.com" rel="nofollow">https://www.Sandler.com<br></a>Episode page: <a href="https://www.buildingyoursalesengine.com/38" rel="nofollow">https://www.BuildingYourSalesEngine.com/38<br> </a> Show links: <a href="https://linktr.ee/buildingyoursalesengine" rel="nofollow">https://linktr.ee/buildingyoursalesengine<br> </a> Rachel on LinkedIn: <a href="https://www.linkedin.com/in/rachel-chang246/" rel="nofollow">https://www.linkedin.com/in/rachel-chang246/</a></strong></p>