Most companies seek employees who are ambitious, reliable, and trustworthy. These elements of work ethic determine not only whether people will get things done but also whether they’ll fit in with the organization’s culture and collaborate well. To build a successful sales organization focused on effective selling, one must use a combination of sales assessment tools. It includes sales talent assessments, sales skills assessments, and tools for assessing employee potential.
Recent research shows that about 76% of organizations with more than 100 employees rely on sales assessments tools such as aptitude and sales personality tests for external hiring. Not just the screening for junior recruits. The more senior the role, the more likely the employer is to use assessments to identify candidates with the right traits and abilities. Global estimates suggest that tests are usable for 72% of middle management positions and up to 80% of senior roles, compared with 59% of entry-level jobs.
Self-report questionnaires, such as personality tests, are often used to evaluate those qualities by revealing typical patterns of behavior. They might give one a sense of where people can manage the tension between getting ahead and getting along—an ability most employers are looking for in an employee. Sales personality tests are used to hire sales candidates who need to be as objective as possible. Sales assessments can also assist one in developing and accelerating his/her existing sales.
The sales assessment gives one a better understanding of what customers need and how his/her current sales process is attending those needs. The assessment is mostly useful for getting inside the behaviors and judgments of sales candidates and existing salespeople The Internet features dozens of websites with other personality tests for salespeople. The essential part needed from one’s potential salesperson’s personality in most analyses is the need for achievement, competitiveness, and optimism. Most of the businesses seek such characteristics in an individual.