Detecting (and reporting) Socially Desirable Behaviour

The definition of "socially desirable" behaviour is masking one’s real self and presenting oneself in a more favourable manner. SalesStep has found an effective way to detect such behaviour.

When recruiting or evaluating salespeople, from time to time we encounter sales candidates that present themselves more favorably than they actually are. This is unfortunately more common than we anticipate. Moreover, if you fail to detect this behaviour this will certainly result in “wrong hiring” decisions. SalesStep offers some help on this for you though.

In order to help you avoid wrong hiring decisions, SalesStep reports two crucial clues for socially desirable behaviour:

  1. Race Time & Pit stops
  2. Consistency score
  1. All participants of SalesStep are briefed to schedule an hour without disturbance to answer the questionnaire. If this takes longer than expected, there is a good indication of socially desirable behaviour (or trying to Google answers)
  2. In addition, there are some questions throughout the questionnaire that are repetitive, and we measure the consistency of the answers provided by the participant. Realize that the questionnaire contains over 120 questions with more than 300 data answers and entries per candidate. Consistently selecting that many data entries in a socially desirable manner without excessive delays is very difficult and rare.

Here you find the guidance from SalesStep to detect socially desirable behaviour:

We are convinced this will help you to lower the risk of wrong hires in the near future.

Care to learn more?

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