Sales Assessments

We make it easy for you to select and manage your sales talent to succeed in your unique organisational culture. 

Highly accurate tools to measure the job-related qualities that make a sales person productive.

How can you help your sales team succeed?

  • Understand their core behaviours
  • Provide insight into strengths and weaknesses
  • Help sales managers motivate and coach

Measurement

You can measures the job-related qualities that make an account manager or sales person productive and successful. Thinking and reasoning, behavioural traits and occupational interests are measured across 20 scales.

  • 7 Critical Sales Behaviours:
    1. Prospecting
    2. Closing the Sale
    3. Call Reluctance
    4. Self-Starting
    5. Working with a Team
    6. Building and Maintaining Relationships
    7. Compensation Preference

You will also be able to:

  • Create customised job performance models (for example, if you want your people to have a high level of independence, this can be assessed)
  • Receive suggestions for coaching
  • Identify areas to probe and challenge during the selection phase
  • Detect distortion in the candidate’s responses
  • Compare individual results with the UK or local population, rather than a reflected self-image.

Outputs

Easy-to-read reports written in the language of sales and business are summarised in the table below:


Reports

Summary

Individual Graph

Displays individual results.

Individual Profile

Personal analysis.

Interview Guides

Focus on total person and challenge areas. Suitability of candidates for a role related to the performance model. Suggested interview questions.

Performance Model Comparison

Ideas and advice on coaching talent.

Candidate Matching

Comparison of talent selected against the role.

Comparison Summary

Brief profile of the total person.

Strategic Workforce Planning

Talent management - data on the suitability of an employee for development into future roles.

Performance Model Description

Provides insight into the type of individual who will fit well into the role.

Performance Model Graph

Shaded boxes represent the performance model.

Concurrent Performance Model Overview

The matching process for existing talent.


The importance of job matching

'Total person’ job matching analyses how a candidate matches to a specific performance model. Performance models define the specific behavioural competencies that are considered valuable for a role. They define the qualities needed to be a top performer. 

Performance models are developed through blending input from senior management and incumbents in a specific role. This is a combination that provides clients with a picture of an individual, but more importantly, a clear picture of how well someone is likely to perform in a specific role. It enables clients to benchmark their teams before development plans are created.

Completed online, the assessment will take each participant approximately 60 minutes to complete. The results are available immediately and can be shared with decision makers in any global location with internet access.

  When viewing the scales, the darker shading represents the job 
performance model and the larger box indicates the individual’s score.

Improve sales recruitment decisions

In sales there is something called the "80/20 rule." This means 20% of a particular sales team make 80% of the sales. Why is it so difficult to find sales people who sell consistently year after year?

Whether you outsource to an agency or manage the end-to-end selection process, the results can be hit or miss. Minimise mistakes and maximise returns.

Sales talent management and development

Clients use our role-specific sales assessment as a management tool to assess internal and external sales talent to make decisions on talent management, coaching, recruitment, workforce planning and training.

The true cost of staff turnover

According to new research by Oxford Economics and Unum, the true cost of replacing a member of staff is calculated at more than £30,000. Business leaders are being encouraged to improve the way they recruit, develop and retain talent in order to reduce staff turnover and minimise the associated costs.

To learn more about how we'll help you improve your talent management processes and to try a free assessment: