{"id":2870,"date":"2018-07-04T15:30:00","date_gmt":"2018-07-04T19:30:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/assessment-test-hire-develop-salespeople\/"},"modified":"2023-04-18T13:11:13","modified_gmt":"2023-04-18T17:11:13","slug":"assessment-test-hire-develop-salespeople","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/","title":{"rendered":"Hire and Develop Salespeople: Which Assessment Test to Use"},"content":{"rendered":"<div>\n &nbsp;\n<\/div>\n<p>The primary purpose of the tests used during the recruitment process is to determine whether candidates fit a pre-defined profile, but why should the usefulness of these tools stop after the candidate is hired?<\/p>\n<p>There is a multitude of tests available on the market to help recruit for many professions. The majority of them are personality and behaviour tests, and they&#8217;re also often used to recruit salespeople. What they analyze however aren&#8217;t predictive of sales success and don&#8217;t improve sales-specific competencies after the hire.<\/p>\n<p><!--more--> <\/p>\n<p>The tests you use should help you hire, integrate and develop <a href=\"\/en\/what-makes-a-good-salesperson\" target=\"_blank\" rel=\"noopener\">good salespeople<\/a>. Traditional tests don&#8217;t. How do you find your way around? What does the right test look?<\/p>\n<h2><span style=\"font-size: 36px\">Only evaluate what can be improved<\/span><\/h2>\n<p>With a personality test, the candidate&#8217;s assessment is based on his or her traits and attributes like whether a candidate is organized or not. These are intangible elements that are difficult to change and adjust.<\/p>\n<p>The identification of personality traits such as the degree of extroversion or introversion has no value for sales per se. In the context of sales recruitment, these <a href=\"\/en\/sales-hiring-criteria\" target=\"_blank\" rel=\"noopener\">criteria are not predictive of sales success<\/a>. You can&#8217;t act on a trait like the degree of extraversion or organizational style when looking to develop your salesperson.<\/p>\n<p>When developing a representative, it&#8217;s crucial to identify behaviours. Because they&#8217;re observable, it will be easier to see if changes have taken place.<\/p>\n<p>For example:<\/p>\n<ul>\n<li>The candidate doesn&#8217;t use a CRM to track opportunities.<\/li>\n<li>The candidate doesn&#8217;t use a calendar to record appointments.<\/li>\n<li>The candidate doesn&#8217;t work with a priority list.<\/li>\n<\/ul>\n<p>These are examples of behaviours that can be changed with concrete actions.<\/p>\n<h2><span style=\"font-size: 36px\">Tests adapted for sale aren&#8217;t predictive<\/span><\/h2>\n<p>Although they sometimes use sales vocabulary, the reality is that many behavioural tests aren&#8217;t suited for the field. They focus solely on social behaviour.<\/p>\n<p>Take interpersonal relationships for example. A behavioural test will tell you about the candidate&#8217;s ability to develop relationships in a social context, such as with co-workers. Relationships are essential in sales, but first meeting a prospect is more challenging than first meeting new colleagues.<\/p>\n<p>This difference in context means that the information provided in behavioural tests (even those adapted for sales) won&#8217;t be useful to you in identifying and improving the weaknesses of your new salespeople.<\/p>\n<p>Sales-specific tests provide data on candidates&#8217; <a href=\"\/en\/worst-cold-calling-techniques\" target=\"_blank\" rel=\"noopener\">aptitudes during a prospecting call<\/a>, an initial meeting with a new client, his or her <a href=\"\/en\/how-need-for-approval-affects-sales-closing-rates\" target=\"_blank\" rel=\"noopener\">need for approval from clients and prospects<\/a> or <a href=\"\/en\/how-to-handle-rejection-in-sales\" target=\"_blank\" rel=\"noopener\">reaction after having been shot down multiple times when prospecting<\/a>.<\/p>\n<p>This information will be useful during the hiring and integration processes, as you will have a complete view of the factors that block performance on specific aspects of sales.<\/p>\n<h2><span style=\"font-size: 36px\">Opt for a test specifically designed for sales candidates<\/span><\/h2>\n<p><a href=\"http:\/\/subscribe.objectivemanagement.com\/265\" rel=\"nofollow noopener\" target=\"_blank\">The Objective Management Group pre-employment assessment is sales-specific<\/a> (which Prima Resource uses). It has been developed solely for the evaluation of sales candidates and analyses only those factors that positively or negatively impact sales execution.<\/p>\n<p>The assessment also exists for the <a href=\"\/en\/roles-and-responsibilities-of-sales-managers\" target=\"_blank\" rel=\"noopener\">roles of Sales Manager<\/a> and VP of Sales and is based on the respective skills required for success in these two positions.<\/p>\n<p>Therefore, this pre-employment test provides the <a href=\"\/en\/what-is-the-sales-percentile-and-why-use-it\" target=\"_blank\" rel=\"noopener\">sales candidate&#8217;s overall Sales Percentile<\/a> as well as specific, relevant information on your hiring decisions.<\/p>\n<p>For example:<\/p>\n<ul>\n<li>The representative can&#8217;t overcome the resistance of the potential customer.<\/li>\n<li>The potential <a href=\"\/en\/how-to-handle-sales-objections\" target=\"_blank\" rel=\"noopener\">client&#8217;s objections<\/a> destabilize the candidate.<\/li>\n<li>The candidate lets the potential customer compare offers from several suppliers.<\/li>\n<\/ul>\n<p>Because this data is specific to each sales stages, it provides relevant information on the representatives&#8217; ability to execute a sales process. They also identify skill gaps and limiting beliefs that have a negative impact on performance.<\/p>\n<p>The data set provides a concrete and complete picture of skills and gaps to build an effective coaching plan to develop the candidate. In other words, the usefulness of a specific execution test in sales isn&#8217;t limited to the recruitment process.<\/p>\n<p>Also, sales managers and company executives who wonder why their salespeople often get stuck at the same sales stage get the answers they need. It is these results that help to find friction points, remove them and improve the sales performance of each representative.<\/p>\n<h2><span style=\"font-size: 36px\">Takeaway<\/span><\/h2>\n<p><a href=\"\/en\/things-to-avoid-hiring-salespeople\" target=\"_blank\" rel=\"noopener\">Using the wrong tests is a mistake<\/a>. An excellent pre-hiring test for sale should be:<\/p>\n<ul>\n<li>Specific to the sales profession<\/li>\n<li>Predictive of the candidate&#8217;s success in YOUR business<\/li>\n<li>Focused on behaviours, not personality traits<\/li>\n<li>Give the keys to develop a concrete action plan based on the results obtained.<\/li>\n<li>Be a development tool for the salesperson and his\/her superior<\/li>\n<\/ul>\n<p>With this in hand, you will be equipped to successfully select, hire, integrate and coach your new representatives.<\/p>\n<p><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-68545ff4-83e0-4fc1-87f9-8888975cc3e7\"><span class=\"hs-cta-node hs-cta-68545ff4-83e0-4fc1-87f9-8888975cc3e7\" id=\"hs-cta-68545ff4-83e0-4fc1-87f9-8888975cc3e7\" style=\"text-align: center\" data-hs-drop=\"true\"><a id=\"cta_button_68545ff4-83e0-4fc1-87f9-8888975cc3e7\" class=\"cta_button\" href=\"https:\/\/go.primaressource.com\/en\/sales-candidates-assessment-package\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" id=\"hs-cta-img-68545ff4-83e0-4fc1-87f9-8888975cc3e7\" class=\"hs-cta-img \" style=\"border-width: 0px;margin: 20px auto\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2021\/12\/68545ff4-83e0-4fc1-87f9-8888975cc3e7.png\"><\/a><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Looking for an assessment test to hire new salespeople? Look for a test that&#8217;s predictive of sales success: your test should allow you to hire, integrate and develop your team. <\/p>\n","protected":false},"author":10,"featured_media":2871,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[131],"tags":[],"class_list":["post-2870","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-recruitment"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Hire and Develop Salespeople: Which Assessment Test to Use<\/title>\n<meta name=\"description\" content=\"Looking for an assessment test to hire new salespeople? Look for a test that&#039;s predictive of sales success: your test should allow you to hire, integrate and develop your team.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Hire and Develop Salespeople: Which Assessment Test to Use\" \/>\n<meta property=\"og:description\" content=\"Looking for an assessment test to hire new salespeople? Look for a test that&#039;s predictive of sales success: your test should allow you to hire, integrate and develop your team.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/\" \/>\n<meta property=\"og:site_name\" content=\"Croissance des ventes B2B par PRIMA\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/primaressource\/\" \/>\n<meta property=\"article:published_time\" content=\"2018-07-04T19:30:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-04-18T17:11:13+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/07\/victor-freitas-569958-unsplash-503351-edited-1.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"800\" \/>\n\t<meta property=\"og:image:height\" content=\"400\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Fr\u00e9d\u00e9ric Lucas\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@primaressource\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Fr\u00e9d\u00e9ric Lucas\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/\",\"url\":\"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/\",\"name\":\"Hire and Develop Salespeople: Which Assessment Test to Use\",\"isPartOf\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/07\/victor-freitas-569958-unsplash-503351-edited-1.jpg\",\"datePublished\":\"2018-07-04T19:30:00+00:00\",\"dateModified\":\"2023-04-18T17:11:13+00:00\",\"author\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1\"},\"description\":\"Looking for an assessment test to hire new salespeople? Look for a test that's predictive of sales success: your test should allow you to hire, integrate and develop your team.\",\"breadcrumb\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/#primaryimage\",\"url\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/07\/victor-freitas-569958-unsplash-503351-edited-1.jpg\",\"contentUrl\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/07\/victor-freitas-569958-unsplash-503351-edited-1.jpg\",\"width\":800,\"height\":400},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Accueil\",\"item\":\"https:\/\/blog.primaressource.com\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Hire and Develop Salespeople: Which Assessment Test to Use\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#website\",\"url\":\"https:\/\/blog.primaressource.com\/en\/\",\"name\":\"Croissance des ventes B2B par PRIMA\",\"description\":\"\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/blog.primaressource.com\/en\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1\",\"name\":\"Fr\u00e9d\u00e9ric Lucas\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g\",\"caption\":\"Fr\u00e9d\u00e9ric Lucas\"},\"description\":\"\u00c0 la barre de Prima Ressource depuis 2007, Fr\u00e9d\u00e9ric a aid\u00e9 des centaines de chefs, ex\u00e9cutifs et repr\u00e9sentants \u00e0 atteindre leurs objectifs et \u00e0 viser plus haut. Les clients reconnaissent Fr\u00e9d\u00e9ric comme la personne qui leur dit ce qu'ils ont besoin d'entendre, et non ce qu'ils veulent entendre. Ils attachent de la valeur \u00e0 l'\u00e9tendue de son expertise, \u00e0 la science qui soutient le cadre de son travail et \u00e0 la pr\u00e9dictivit\u00e9 de ses observations et conseils.\",\"sameAs\":[\"https:\/\/www.facebook.com\/primaressource\/\",\"http:\/\/www.linkedin.com\/in\/primaressource\/fr\",\"https:\/\/x.com\/primaressource\"],\"url\":\"https:\/\/blog.primaressource.com\/en\/author\/frederic-lucas\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Hire and Develop Salespeople: Which Assessment Test to Use","description":"Looking for an assessment test to hire new salespeople? Look for a test that's predictive of sales success: your test should allow you to hire, integrate and develop your team.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/","og_locale":"en_US","og_type":"article","og_title":"Hire and Develop Salespeople: Which Assessment Test to Use","og_description":"Looking for an assessment test to hire new salespeople? Look for a test that's predictive of sales success: your test should allow you to hire, integrate and develop your team.","og_url":"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/","og_site_name":"Croissance des ventes B2B par PRIMA","article_author":"https:\/\/www.facebook.com\/primaressource\/","article_published_time":"2018-07-04T19:30:00+00:00","article_modified_time":"2023-04-18T17:11:13+00:00","og_image":[{"width":800,"height":400,"url":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/07\/victor-freitas-569958-unsplash-503351-edited-1.jpg","type":"image\/jpeg"}],"author":"Fr\u00e9d\u00e9ric Lucas","twitter_card":"summary_large_image","twitter_creator":"@primaressource","twitter_misc":{"Written by":"Fr\u00e9d\u00e9ric Lucas","Est. reading time":"4 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/","url":"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/","name":"Hire and Develop Salespeople: Which Assessment Test to Use","isPartOf":{"@id":"https:\/\/blog.primaressource.com\/en\/#website"},"primaryImageOfPage":{"@id":"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/#primaryimage"},"image":{"@id":"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/#primaryimage"},"thumbnailUrl":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/07\/victor-freitas-569958-unsplash-503351-edited-1.jpg","datePublished":"2018-07-04T19:30:00+00:00","dateModified":"2023-04-18T17:11:13+00:00","author":{"@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1"},"description":"Looking for an assessment test to hire new salespeople? Look for a test that's predictive of sales success: your test should allow you to hire, integrate and develop your team.","breadcrumb":{"@id":"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/#primaryimage","url":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/07\/victor-freitas-569958-unsplash-503351-edited-1.jpg","contentUrl":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/07\/victor-freitas-569958-unsplash-503351-edited-1.jpg","width":800,"height":400},{"@type":"BreadcrumbList","@id":"https:\/\/blog.primaressource.com\/en\/assessment-test-hire-develop-salespeople\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Accueil","item":"https:\/\/blog.primaressource.com\/en\/"},{"@type":"ListItem","position":2,"name":"Hire and Develop Salespeople: Which Assessment Test to Use"}]},{"@type":"WebSite","@id":"https:\/\/blog.primaressource.com\/en\/#website","url":"https:\/\/blog.primaressource.com\/en\/","name":"Croissance des ventes B2B par PRIMA","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/blog.primaressource.com\/en\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1","name":"Fr\u00e9d\u00e9ric Lucas","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g","caption":"Fr\u00e9d\u00e9ric Lucas"},"description":"\u00c0 la barre de Prima Ressource depuis 2007, Fr\u00e9d\u00e9ric a aid\u00e9 des centaines de chefs, ex\u00e9cutifs et repr\u00e9sentants \u00e0 atteindre leurs objectifs et \u00e0 viser plus haut. Les clients reconnaissent Fr\u00e9d\u00e9ric comme la personne qui leur dit ce qu'ils ont besoin d'entendre, et non ce qu'ils veulent entendre. Ils attachent de la valeur \u00e0 l'\u00e9tendue de son expertise, \u00e0 la science qui soutient le cadre de son travail et \u00e0 la pr\u00e9dictivit\u00e9 de ses observations et conseils.","sameAs":["https:\/\/www.facebook.com\/primaressource\/","http:\/\/www.linkedin.com\/in\/primaressource\/fr","https:\/\/x.com\/primaressource"],"url":"https:\/\/blog.primaressource.com\/en\/author\/frederic-lucas\/"}]}},"_links":{"self":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/2870"}],"collection":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/comments?post=2870"}],"version-history":[{"count":3,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/2870\/revisions"}],"predecessor-version":[{"id":8939,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/2870\/revisions\/8939"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/media\/2871"}],"wp:attachment":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/media?parent=2870"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/categories?post=2870"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/tags?post=2870"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}