At the start of the football season everyone looks at the new recruits and gets excited. “Oh, Wow!, Rufus McDufus should be great for us this year, especially in attack’ .

After two months of watching matches and paying $9.50 for a bucket of soggy chips each time, we soon realise Rufus is about as productive as a G20 Summit.

He’s a dud and we can’t imagine what the coach and recruiting team saw in him in the first place.

How many times has that happened in hiring sales people? Too many to count, right?

CVs are well written and the referees for their consistent 140% over-achievement of quota check out and they look and sound great at interview, not to mention their LinkedIn profile has recommendations and well documented history.

Remember these are SALES people, selling their favourite product of all time.

There are some really good recruiters out there who will put in the hard yards to really test their suitability, background and character and then again there are also ‘throw it at the wall and see what sticks’ guys who toss names into your Inbox faster than Usain Bolt runs to the bathroom with diarrhoea.

Perhaps that’s why they’re called tossers.

So, we have come up with a solution to give you the ‘inside story’ on potential sales hires before you spend your salary cap on the wrong player.

Based on the acclaimed Birkman International Assessment tool, we have added 25 years of sales coaching experience to give you a full profile of what makes your candidate tick, rationally, emotionally and politically.

We tell you:

  • What they REALLY like doing in sales as opposed to what they tell you they do
  • What stresses them out and what makes them relaxed enough to sell competently
  • What kind of relationships do they build
  • What are their emotional foibles that might prevent them from achieving success
  • How do they really want to be managed, led and rewarded
  • How are they going to fit in to your culture and your team.
  • Any inconsistencies between our assessment and what you saw at interview

….and the best part is you get a Sales Manager’s How to Coach Guide that specifically targets how to get the most out of that specific person before Day 1.

There are over  1.42M results for psychometric profiling on Google which have been done for years, but in our view, unless you add real world sales coaching/development knowledge, they’re just bits of paper for the HR file.

The results of the Salient Sales Assessment Tool have been outstanding in better selection, retention, role suitability and most importantly knowing how to manage and coach each individual in the critical early stages of them joining your company.

If you’d like to book an assessment or find out more about how to ‘get inside their heads’ to help you hire the right people, drop us a line at or

As Jim Collins of Good to Great fame saidI would have one priority above all others: to acquire as many of the best people as I could [because] the single biggest constraint on the success of my organization is the ability to get and to hang on to enough of the right people.” 


As CEO of Salient Communication, Elliot is a sought after keynote speaker and corporate trainer who has coached and trained over 4000 people including CEOs, senior management and successful sales teams throughout Australasia and Asia including Hong Kong and Singapore.


Elliot is a specialist sales speaker for high profile corporates having spoken at over 1500 conferences, workshops and break-out sessions on presenting, selling, negotiating and pitching for leading companies such as HP, SEEK, Avaya, Hitachi , Computershare and CUB . He is renowned for ensuring sessions are engaging, interactive and relevant to winning business in competitive markets.


Elliot is based in Melbourne where he lives with his wife and two expensive children.