The Sales Skill Test:

Below you will find an example of one question taken from a sample Sales Skill Test.

The number of questions in each Sales Skills Test varies by role; from 29 questions in roles such as Transactional Selling up to 59 in more complex selling and sales management roles.

Each question takes on average 1 minute to complete – hence the average time taken to complete the Skills Tests varies from 30 minutes to 1 hour. Each person is different in their approach to completing the Sales Skill Test, so there is no time limit set for these tests.

Knowledge:

Knowledge is about whether an individual has the optimal functional skills to be a top performer. Here SalesAssessment.com’s own [Functional Skills Analysis instrument] Sales Skill Test is used to compare the capability of an individual to a global top performer for the role being assessed. Capability determines how well an individual can perform a role.

Skills sample question (click thumbnail for larger view):

Sales Effectiveness

Sales Effectiveness is the buzz word on everyone’s lips right now. So what is it all about? Simple: Sales Effectiveness asks questions of a business in three areas:

  • Is your go to market strategy accurate and robust?
  • Are your sales processes optimized?
  • Can your sales people reliably beat the competition?

The first two items are ‘done to death’, especially sales process with CRM’s and Methodologies everywhere. But what about your sales people? How good are they – when compared to top performers? If they are not up with the best – how can you be sure you will beat your competition to win the deals?

Right person, right role

Companies are changing the way they do business today at a faster rate than ever before. Why? Because the economy is driving different ways of working.

  • Reducing the numbers of field sales staff to reduce cost is high on the agenda for many companies today.
  • This leads to an increase in telesales/lead generation staff and more offerings being sold through channel partners
  • So how do you know you have the right people in the right roles for the new shape business?

You want people with potential; people who can do the role; nothing else is good enough. This is where our ‘Total Sales Assessment’ offering can help. Take a look at SalesAssessment.com’s Fit-4.

Develop your team

SalesSkillTest.com highlights in detail the individual’s functional skills compared to an optimal profile for the role they are performing;

  • Drives an increased focus on development of just those skills critical to increasing revenue
  • Drives rapid revenue performance improvement
  • Significantly reduces wastage of development budget.

Don’t waste any more money on sheep dips – target just the minimum development, by person, required to drive enhanced revenue performance

The Business challenge

Improve revenue, or reduce cost of sales – these two items top the CEO’s agenda today. Is your world about cost reduction? or revenue growth? – whichever it is, a more effective sales force could be the answer to your challenge.

  • Grow revenue – top performers deliver 67% more revenue than average sales people (McKinsey 2000)
  • Cut costs – with top performers in your team delivering up to 67% more per person, you need less of them to make, or even exceed your numbers. Drive down cost – drive up success
  • Be the hero – show your CEO how you can help them achieve their goals
graphic linking to fit-4 reports