Increasing sales and building revenue in a competitive economy is one of the most difficult challenges currently facing organizations. A competitive market can bring out the true colors of your sales staff. Those employees who have the appropriate skills find ways to be successful no matter what the economic climate. This poses a unique challenge to HR practitioners who are seeking to determine exactly what makes certain sales people successful while others are struggling.
Using a sales assessment helps organizations in a variety of ways. First, it can help to identify which applicants have the greatest probability of being successful. Second, it can assist organizations to better understand their current workforce and target areas where development may be needed. Predictive sales assessments have identified individuals who have what it takes to outsell their underperforming counterparts by up to 50%.
Most sales assessments focus on only employee traits or competencies but ignore other factors that can impact success. While traits and competencies are useful, other individual difference attributes, such as, sales styles, drivers, and motivational fit are important aspects to consider as well. This robust view of the whole person is even more important in the current economic climate. In these competitive times, understanding what characterizes a “best-in-class” sales assessment is critical to organizations adding to their sales force or trying to maximize productivity in the current sales group.
This webcast has been approved for 1.0 general re-certification credit through the HR Certification Institute
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