Build Bench-Strength Through Sales Assessments

A good sales assessment tool separates the hunters from the farmers. Hunters go out and beat the bushes for new business. They enjoy the hunt and like to keep score. Farmers are best at nurturing and developing existing accounts. They enjoy taking care of people and proactively searching for new business within the comfort of a familiar account. Don’t ask a farmer to hunt, and don’t ask a hunter to farm. In the legal profession they refer to “Finders”, “Minders ” and “Grinders”. Finders bring in new business to the firm, finders take care of the client, ensuring client satisfaction and scoping out new opportunities and Grinders do the actual legal work.

Below are seven ways to use sales testing in your workplace to help bring out the innate talent of your sales reps at every level of experience and responsibility.

1. Find out whom you are dealing with. Sales assessment shines an objective light on a job candidate’s ability to work in a team, to coach, to sell and to resolve problems. It also helps you make an informed decision about whether or not the candidate and job fit each other.

2. Determine if they are going to stick around. Making a bad hire is costly and time consuming. Hiring is usually based on the subjective decision of managers, influenced by their own personality and perceptions. Sales assessments improve retention by ensuring a good job fit, and help to determine why a sales rep might quit.

3. Help sales reps be the best they can be. Sales assessments pinpoint an individual’s strengths and blind spots and guide your efforts to improve their performance. Follow up with coaching them on sales calls.

4. Find out who your leaders are. Sales assessment helps identify and develop the interpersonal competencies required to help a succession candidate thrive in her new position.

5. Make your leaders stronger. Leadership development frequently means coaching for one or more leadership competencies, such as motivating teams and delegating authority.

6. Design teams that last. The difference between productive teams and ones that fall apart is how effectively a team determines its individual and collective strengths and weaknesses. Sales assessment is critical to establishing this knowledge.

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