Selecting & Assessing your Talent using Behavioural Profiling, Competency Assessment & Role Play


As a result of joining this event the participant will learn how to use behavioural profiling, competency-based assessments and role play exercises to select the right people as a base for further development

Recommended audience

  • New business Sales leaders and Account Directors
  • Sales & Account Management Professionals

Type of audience

UK and International


As a Sales Leader, I believed that the selection and development of the best people to work as part of my team was the key to my own and the Organisation's success.

As human beings we are all influenced by unconscious bias when we recruit. Neuroscientists tell us one of strongest is called affinity bias - the fact that we all like people who are like us, so we recruit in our own self image rather than what is the best blend for the business! The cost of poor selection is prohibitive once we take into account recruitment costs, training and development and pipeline build up before sales flow.

Behavioural profiling combined with a competency-based interview based and role plays to test out key skills is a perfect combination according to the CIPD. Relying on a CV style interview just won't provide the insights you need!

Key takeaways

  • Learn how to sideline unconscious bias in making selection decisions for sales and account managers
  • Using Behavioural profiling as part of a selection process will help target questions to uncover development needs in candidates to get the best recruits
  • Understand how behavioural profiling, combined with competency-based interviews and role plays, can provide the perfect base for a tailor-made development programme after selection

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)


Mark Erskine, F.ISP, Director and Founder of Seller Performance

Mark Erskine is Director and Founder of Seller Performance and a highly experienced sales performance specialist, with over 35 years' experience in business-to-business sales at corporate level. Mark is a Master Trainer and Coach for LIFO behavioural profiling, qualified business coach and mentor, trained facilitator and former Miller Heiman Independent Consultant. He is an Independent Consultant for Culture Partners.

Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact for more information.



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