Assessment tools can help you learn more about a candidate’s potential success in sales
and company fit. There are many commercial and specialized tools available that are
designed to measure sales abilities, mental abilities, personality, critical thinking,
resourcefulness, motivational values and much more.
So what test is right for you and your sales force? An effective assessment test is one that
helps you determine whether the key attributes and motivations (e.g. ego-drive, optimism
and ego-strength) of the candidate match the requirements you’ve outlined in the job
profile. There is the added benefit that testing will also reveal any fatal flaws that might
prevent the candidate from being an effective employee. A valid test instrument can
provide answers to questions such as:
About the Author:
The Canadian Professional Sales Association (CPSA) is a national organization of 30000 sales and marketing professionals. Members receive significant savings on travel, business costs and more. The CPSA also offers exclusive sales training and certification programs.