Sales Tests

Assessing in small scale

Assessing in large scale

Assessing sales effectiveness

Identify Top Sales Performers by Using Sales Tests

Talent Management > Identify > Sales Tests

Psych Press’ sales tests will support you in addressing the following challenges:

Growing sales
Reducing turnover
Reducing time to hire
Reducing hire costs
Identifying stars within your sales staff
Increasing the quality of sales staff hired
Improving current sales staff effectiveness
Benchmarked to your business

How Do We Do This?

Sales are related to wealth and opportunity creation at both a commercial / organisational level as well as a personal level.

At the organisational level, understanding sales drivers contributes towards the commercial success in both sales and profitability.

At the individual level such insights and predictive ability will enable you to identify top sales performers in new recruits and guide you how to further develop current staff.

Phase 1: Identify key sales drivers in your business

There is no such thing as one good sales person across all industries. On the same token there is no one sales test that fits all sales roles. The quality of a sales person is determined by your business and industry requirements. Research has identified four sales types:

Closing
These sales people are typically comfortable to start with nothing and enjoy the challenge of aggressively initiating contacts with prospects.
Consultative
Sales people who fit this category enjoy consultation with prospects to ensure that they correctly identify prospects’ needs.
Relationship
These sales people exercise discipline and take responsibility for their actions. They typically have great patience over a long period to finally cement a customer.
Display
Sales people in this category require little personal involvement and their compensation or reward system rarely depends on actually completing the sale.

Our organisational psychologists will conduct a brief sales capability analysis to identify which are the key sales drivers in your business. This research will encompass our extensive experience in sales, and current theories in organisational psychology and customer buying behaviour.

Phase 2: Identify the most suitable sales test to address your needs

Option 1: Sales tests for screening large numbers of applicants

(for example, to recruit casual sales staff during the pre-Christmas season)

When you deal with volume, the challenge is how to attain a cost-effective solution that would identify suitable applicants in a quick and accurate manner without stretching your budget.

To address this challenge Psych Press has successfully implemented tailored sales screening systems to a large number of companies in retail such as Burberry, ICE Design, and Nestlé. These types of sales tests or sales screening systems ensure that you get:

Unlimited 24/7 access to potential applicants.
Online collection of applicants’ personal data, employment history, availability and other relevant data in a standard manner. This ensures that you collect the same data on every applicant and quickly sieve through applicants’ data.
Online measurement of applicants suitability for sales roles based on your sales drivers. The measurement includes personality, situational judgement and cognitive capacity items.
Real-time individual sales suitability profiles including specific strengths and weaknesses.
Real-time shortlists and ranking lists.
High reliability and validity, as they are developed based on your data.
Branding to your business - branded with the company’s logo and ‘look and feel’.
Internal benchmarks

Option 2: Sales tests for assessing a small number of individuals

(for example, to recruit a sales manager or supervisor)

The challenge here is to identify an individual’s sales-related strengths and weaknesses. To address this challenge we will work with you to identify the best set of psychometric sales tests that can measure the relevant sales competencies.

This type of sales test solution ensure that you get:

Sales tests that are administered online
Quick and simple set up of applicants
Branded to your business
Tailored written reports for each applicant emphasising relevant strengths and weaknesses
Reports that are written by organisational psychologists
Reports that are delivered within 1-2 working days

Option 3: Sales tests for assessing the effectiveness of your sales force

The challenge here is to improve sales staff performance. To address this challenge we will assess your staff performance to identify key sales drivers. Then, we will assess each or key staff members to identify gaps between their current abilities and performance to the desired one.

We provide both practical recommendations and support during the implementation phase. Our analysis will be based on advanced statistical models, our experience in sales, and current models in organisational psychology.