While recruiting and hiring sales personnel for the financial services industry decades go, I noticed that the more successful reps had a natural passion, a sense of urgency and goal-orientation that demanded immediate results. Since no other personality test measured drive and motivation, I decide to create my own. Over the next ten years I developed this unique questionnaire, recently updated to the CMPI, and received my graduate degree in psychology.

Since then, my questionnaires have been among the most widely used pre-employment tests in the financial services industry. But a personality test, by itself, can not perfectly predict the potential success of your sales applicants. I have discovered that you must also assess their sales skill and their work ethic. As a result, CraftMetrics has developed the 3D Interview Guide that measures all three dimensions of success: Will Do: the internal motivation that drives people to achieve; Can Do: the skills, knowledge, and experience needed to succeed; and Follow Through: the persistence, purpose, and ability to prioritze efforts.

The insurance and financial services industries are under tremendous pressure from a myriad of sources, ranging from the online competitors to cryptocurrencies. You need to hire two types of sales personnel: dynamic, results-oriented "Race Horses" and easy-going, customer service oriented "Plow Horses." Your Race Horses find the buyer and close the sale while your Plow Horses provide after-the-sale service. Give your Race Horses a small salary and large commissions and your Plow Horses a competitive salary.

Easier said than done. Mistakes in this area can be disastrous in lost time and money. Please allow us to help you avoid costly hiring mistakes. With CraftMetrics' online assessments and 3D Interview Guide's selection system, you will be able easily to identify the your Race Horses and your Plow Horses. Our 3D Interview Guide system succeeds by measuring all three dimensions of success: the Can Do skills, knowledge, and experience needed to succeed; the Will Do internal motivation that drives people to achieve; and the Follow-Through persistence, purpose, and ability to prioritze efforts. If you're interested, please accept our offer to take "test the test" for free below.