Stop Guessing: The Sales Assessment Playbook w/ Rachel Chang

How to hire, place, and coach sellers with assessments—so you avoid hunter/farmer mis-hires and reduce burnout.

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.

🔗 Download exclusive sales resources at: buildingyoursalesengine.com/giveaway

Guest: Rachel Chang — Project and Consulting Manager @ Sandler Training by Sales Engine
Host: Mark McGraw — Building Your Sales Engine

In this episode:

• The hunter vs. farmer trap (and how assessments prevent it)

• What each tool measures: work style/DISC, personality, sales capacity, object reasoning

• Reading energy × focus (DISC) and adjusting in real time

• Natural vs. adjusted style: why sustained “masks” burn people out

• Team assessments: find capability gaps; tailor training (composure/resiliency, negotiating, relationship skills)

• Experience vs. potential: use both—stop guessing
  
  

Links
Sandler: https://www.Sandler.com
Episode page: https://www.BuildingYourSalesEngine.com/38
Show links: https://linktr.ee/buildingyoursalesengine
Rachel on LinkedIn: https://www.linkedin.com/in/rachel-chang246/