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Identify candidates with strong sales knowledge and selling skills

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Short Sales Skills Test

Definition

Tests that measure the general knowledge of selling, selling skills and how to market oneself to prospects. The sales skills test measures the aggressive sales types rather than the solution or relation selling types.

A test to make sure that if the applicant has the right personality for sales, s/he will also have the right sales savvy to be able to make sales. The test includes sales closing savvy, sales tone, objection handling and how this applicant would go about starting to sell new services or products (in others words knows how to market oneself to customers).

What the Trait is NOT

A personality test. A telemarketing test (this is another test we offer) or a relationship or solution sales test. It does not directly measure sales styles the candidate would be best at

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Usefulness of the Test:

Nothing is worse than hiring a salesperson can’t sell or is part of the 80%, “Order Takers” of those who produce very little. If you are supplying training, supervision, advertising, leads and other resources this can be an unprofitable “profit center”. This test along with a personality test will tell you a lot of what you need to know about sales candidates.

Who Should this Test be Given to?

Anyone who is applying for a traditional persuasive sales position.

Test Details

Ten multiple choice questions with five possible answers to each question. Questions are designed for application and do not depend on memory detail for the correct answer. The results show sales styles from pushy to being too nice. The results show savvy levels in Tone, Closing including objection handling and Prospecting to some degree. The results also show just how the candidate answered the questions with highlights of green for very good answers, red for poor and no highlights for borderline answers.

Average Time to Take the Test

This test should take about 7 to 12 minutes to do. If it takes much longer you can expect the candidate was seeking help from someone else.

Closely Related Tests

  • Sales Ability Test
  • Sales Predictor Profile
  • Telemarketing Test

Warnings to be Given to the Applicant

Make sure the applicant knows s/he only has enough time to answers the questions and not be doing anything else during the test.

Low Range

Extreme Low Range

0 to 30. These people were just guessing at the answers or know very little about selling.

Poor Range

Low Range

31 to 50. These people know little about effective selling. These people will be in the lower 80% of the sales producers especially if they don’t have the right personality for sales. The 80% that produce 20% of the total sales.

Borderline Range

Medium Range

51 to 64. These people will only do reasonably well at selling if they have the right personality and motivation for the job. These people will most likely be part of the lower 80%  sales producers if hired.

Ok Range

High Range

65 to 85. These people will do well at selling if they have the right personality and motivation for the job. These people, if they have the right personality and motivation, will likely be part of the upper 20% top sales producers if hired.

Good Range

Extreme High Range

86 to 100. These people will do very well at selling if they have the right personality and motivation for the job. These people, if they have the right personality and motivation, will very likely be part of the upper 20% top sales producers if hired. The 20% that produce 80% of the total sales.