Benefits of a robust sales assessment methodology 3 – Gain a clear understanding of competency strengths and weaknesses
A robust and effective assessment test provides a sales leader with a genuine window into individual team members’ competencies, allowing the manager to understand where any gaps are, specifically related to the role the salesperson is being asked to perform. This obviously benefits the company in that it allows the organisation to focus spending on the skills gaps and hence, where the consequent benefit is, which in turn helps minimise the total training spend, whilst maximising return on the training investment. Again, this tends to raise team morale.
At a personal level, individuals gain insight into why they have been struggling and they will recognise when their employer has decided to help them to get over a specific problem. For instance, this may be one that has been troubling them throughout their career.
1 Comment(s)
Sorry, the comment form is closed at this time.
We actually use several personality “tests” to compare traits of potential hires to that of our successful salespeople. There are various profiles out there from Caliper, DISC, etc. However, what we found is that one size does not fit all. And that we need to have a custom profile, if you will. This has helped us find the people that can sell what we sell in our environment. As part of the interview process we also have candidates sell us something in a 10 minute sales presentation. You can really learn a lot when you see them in action.