All Posts By

Miguel Serna

Dispelling the Myths About Performance-Based Assessment

Dispelling the Myths About Performance-Based Assessment

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Expensive. Complicated. Time-consuming.

These are some common misconceptions held by software and platform companies considering Performance-Based Assessment (PBA).

What has motivated companies like Google, Elastic and Chef to make the switch in recent years, despite these misconceptions?

Instead of presenting candidates with only multiple-choice questions — that don’t accurately measure true ability — these organizations can now test users and channel-partners in real world environments that emulate actual project scenarios.

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Software Performance-Based Assessment: Your Secret Weapon for Impressing IT Buyers

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Last week, you may have “met” Edward — the sales rep tasked with expanding his software company’s reach into APAC.

Despite the fact that Edward possessed more than a decade of SaaS experience, he was having trouble closing deals.

Interestingly, his disappointing conversion rate wasn’t due to poor product knowledge, distracting coworkers or lack of sleep; it actually stemmed from venturing into uncharted territory.

Last year, his organization surprised everyone when it quietly skyrocketed to $100M ARR. Suddenly, IT buyers of enterprise-level companies were contacting the sales rep with increasing frequency.

The problem?

These individuals were significantly more risk-averse than the decision-makers whom Edward was accustomed to working with.

Each lead peppered the sales rep with numerous questions in an attempt to answer one indirect question: Are you credible enough to ensure that MY organization will get what IT needs without fail?

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