How to Evaluate Salespeople. Testing and Assessment Options.

The process of recruiting top-tier sales candidates goes beyond just reviewing resumes and conducting interviews. To truly evaluate the potential of a sales candidate, employers are increasingly turning to a variety of tests and assessments. These tools provide valuable insights into a candidate’s skills, personality traits, and suitability for a sales role. In this blog post, we’ll explore some of the most effective tests and assessments that can significantly enhance your sales recruitment process.

Sales Aptitude Test:
A sales aptitude test is a valuable tool that assesses a candidate’s natural ability and potential for success in a sales role. This test evaluates skills such as communication, persuasion, problem-solving, and relationship building. It helps you identify candidates who possess the innate qualities necessary to excel in sales and can be a strong indicator of their potential to thrive in the role.

Personality Assessments:
Personality assessments, such as the DISC or Myers-Briggs Type Indicator, provide insights into a candidate’s behavioural traits. Understanding a candidate’s personality can help match them with the sales role that best aligns with their strengths. For instance, an extroverted and assertive personality might be more suitable for outbound sales, while a detail-oriented and analytical personality could excel in account management.

Role-Play Scenarios:
Role-play scenarios mimic real-world sales situations, allowing you to observe a candidate’s approach, problem-solving skills, and communication style in action. Presenting candidates with a challenging scenario relevant to your industry provides a glimpse into their sales techniques and ability to handle objections.

Psychometric Assessments:
Psychometric assessments delve deeper into a candidate’s cognitive abilities, motivations, and work preferences. These assessments can measure factors like critical thinking, emotional intelligence, and resilience. Understanding a candidate’s psychological profile can help predict their potential performance and adaptability within your sales team.

Simulated Sales Tasks:
Simulated sales tasks replicate the actual responsibilities of the role. This could include drafting a sales pitch, responding to customer inquiries, or creating a sales strategy for a hypothetical product. These tasks provide a glimpse into a candidate’s practical skills, their attention to detail, and their ability to align with your company’s sales goals.

Cognitive Ability Tests:
Cognitive ability tests measure a candidate’s problem-solving skills, numerical reasoning, and verbal proficiency. These assessments help you gauge a candidate’s capacity to handle complex sales challenges and adapt quickly to changing situations.

Conclusion
Employing a combination of tests and assessments can significantly enhance your ability to evaluate sales candidates objectively. These tools go beyond the traditional interview process, providing a comprehensive view of a candidate’s potential and fit within your sales team. By incorporating these assessments into your recruitment strategy, you’ll increase your chances of identifying top sales talent that can drive your company’s success in the competitive sales landscape.
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Author: Bryan Payne is Chief Talent Scout and Founding Partner at Just Sales Jobs, a recruitment agency specializing in finding top sales talent in Toronto and surrounding areas. He has over 25 years of experience in sales recruiting and leading successful sales teams. You can contact him at 

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