In my pre-employment check analysis on gross sales reps, I examined large numbers of the perfect gross sales reps in lots of firms. I usually discover the reps are inclined to get sure persona check scores.
By uncovering these benchmark or typical pre-employment persona check scores of its terrific gross sales reps, a company can use the check to rapidly and scientifically discover out which candidates have the identical persona traits as its finest reps. And the quickest solution to rent nice reps is to rent candidates who’ve work-related qualities just like your company’s finest reps.
Total, after testing 1000’s of the perfect reps in quite a lot of firms, I usually see the next typical or benchmark excessive, average, and low persona or conduct check scores.
6 HIGH TEST SCORES on PRE-EMPLOYMENT PERSONALITY TESTS
1. MOTIVATION TO EARN INCENTIVE PAY
They run after making gross sales and, thus, earning larger commissions or incentive pay.
2. MOTIVATION TO FOLLOW-UP WITH PROSPECTS & CUSTOMERS
This implies terrific gross sales reps follow-up and preserve management in dealings with prospects and potential prospects.
3. FRIENDLINESS
A smiling, extroverted rep rapidly develops rapport and makes good impressions on potential purchasers.
4. TEAMWORK
Though many reps work lots on their very own, inside they view their gross sales work as teamwork and collaboration with their purchasers, prospects, and colleagues.
5. POISED REACTION TO PRESSURE
When profitable reps really feel beneath pressure or stress, they don’t whine, moan, nor complain. As a substitute, they decide themselves up like a mature adult, and transfer ahead towards their gross sales objectives.
6. OPTIMISM
That is the can-do angle the perfect reps exude. They overwhelmingly and mechanically deal with options, not issues. Additionally, since optimism is contagious, their upbeat optimism make prospects really feel extra magnetically attracted to purchasing from them.
4 MODERATE TEST SCORES on PRE-EMPLOYMENT PERSONALITY TESTS
1. ASSERTIVENESS
Prime gross sales reps are reasonably assertive. They aren’t passive and laid-back. And they don’t seem to be aggressive and pushy. Their average assertiveness makes them straightforward to get together with and good to take care of.
2. FLEXIBLE IN FOLLOWING RULES & PROCEDURES
Good gross sales reps are versatile in following guidelines, insurance policies, and procedures. They know what they’ll and can’t supply to prospects. Generally they should conjure up options to the issues of potential prospects, so their flexibility helps them provide you with win-win options. That leads to their elevated gross sales success.
3. FEELINGS-FOCUS & additionally FACT-FOCUS
Promoting includes each emotions or feelings, and likewise coping with details. Potential prospects generally want a rep to deal with their feelings within the gross sales scenario, and generally on particular details concerned within the sale. Nice reps deal with whichever their buyer wants and wishes to deal with.
4. PROVIDING GOOD SERVICE MOTIVATION
Apparently, when my pre-employment testing proves a company’s finest reps are solely reasonably motivated to offer good service, generally the VP-Gross sales or VP-HR will gasp, “How may that be? Our greatest reps spend many hours per week serving to prospects and prospects!” Sure, the nice gross sales reps spend quite a lot of time offering good service, however not as a result of doing that’s deep of their hearts. As a substitute, by offering good service the perfect gross sales reps fulfill their greatest motivations of (a) rising their earnings and (b) following-up with prospects.
2 LOW TEST SCORES on PRE-EMPLOYMENT PERSONALITY TESTS
1. CREATIVITY MOTIVATION
Yep – you learn that proper: Good reps usually get low check scores on Creativity Motivation. Why? As a result of they work every day utilizing confirmed gross sales methods they know work. They observe the gross sales recipe-for-success, relatively than losing time creating a brand new solution to promote IQ MENTOR.
2. LEARNING MOTIVATION
Nice gross sales reps’ persona check scores often present they possess a low degree of want to be taught extra. As a substitute, they might relatively be taught what they want for his or her gross sales job, after which exit and promote, relatively than attending courses that aren’t associated to how they’ll promote extra. So, on their record of priorities of what they wish to do, studying often is close to the underside of their record.
RECOMMENDATION TO HELP YOU HIRE THE BEST SALES REPS
Analysis discovered that good pre-employment checks present extra correct assessments of job candidates than different strategies, equivalent to interviews and reference checks.
You should utilize the next methods if you check candidates for gross sales rep jobs:
First, solely use persona check designed for pre-employment testing of job candidates. By no means use any so-called “check” created for (a) workforce constructing exercises or (b) uncovering psychological sickness.
Second, have a few of your finest gross sales reps take the check. Their typical check scores turn into your gross sales reps benchmark check scores.
Third, have candidates take the check.
Fourth, significantly contemplate presumably hiring candidates who get scores just like the benchmark check scores of your company’s finest gross sales reps. On the opposite hand, if an applicant’s check scores differ out of your company’s benchmark check scores, then you definitely most likely wish to discover some higher gross sales rep candidates.
Utilizing a pre-employment persona check together with your company’s custom-tailored benchmark check scores can assist you scientifically and objectively work towards your aim to rent extremely productive gross sales reps!
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