Sales assessments – don’t hire without them

Sales assessments during pre-employment

Do not hire a new salesperson without including a sales-specific online personality assessment. In fact, don’t hire anyone without deploying some kind of personality assessment.

Good salespeople are a unique breed and tough to find. While you can teach a person about your products and your sales process, you cannot teach them sales aptitude. Sales aptitude is a person’s compatibility to selling and that’s not something you can teach – people are born with sales aptitude. Studies have found that sales aptitude represents about 50% of the overall make-up of a successful salesperson.

During the pre-employment interviewing process, you can learn about an individual’s ability to learn, to prospect, to manage accounts and a variety of sales related activities. However, my experiences interviewing thousands of people over the years reveal it is far more challenging to assess a person’s compatibility to selling. Therefore, don’t guess – assess a person’s sales aptitude through a sales-specific online assessment tool.

Sales assessments enhance selling skills

Sales assessments can create synergy in the team

Craft Personality Questionnaire (CPQ)

Designed specifically to assess sales aptitude, which is 50% of the sales equation
Provides practical coaching recommendations that a sales manager can use
Reveals a person’s natural communications style for mirroring and matching the buyer