Assessing current salespeople can be a powerful benchmarking tool when it is be done within the context of development and not just as a stand-alone exercise. A good sales assessment can be a highly efficient way of targeting specific training to address individual needs as opposed to imposing “one size fits all” training on everyone. Assessments can also be helpful in identifying personality types so that managers can better relate to, motivate and communicate with their salespeople with deeper knowledge and insight.
It is actually puzzling why managers do NOT assess current salespeople. Sales assessment techniques and data are becoming so accurate that not using them would seem to cede a huge advantage to competitors who take advantage of the information and technology.
Sales assessments have become ubiquitous in athletics, education, science and many other industries and professions. Whoever is first to leverage testing, relative to building sales teams, will enjoy significant early mover benefits. As always, managers should look to their HR teams for guidance when working though any assessment process.
The Production Builder© sales assessment provides targeted suggestions for improving essential, trainable sales skills based on each salesperson’s personality profile. If interested in learning more about assessing your current sales team, please click here.
Dr. Christopher Croner and Richard Abraham are authors of Never Hire a Bad Salesperson Again and developers of the proprietary and patented sales test, The DriveTest™, for sales candidates. For more information, click here.