How And Why To Use Candidate Assessments For Your Sales Positions
Updated: Aug 23
Sales-specific assessments are an increasingly popular form of hiring tool - and for a good reason. There are many benefits of using sales assessments as hiring tools. Not only should you be aware of the benefits to help you make your decision, but you should also make sure you’re getting the proper assessment tool for your needs as not all sales assessments are the same. Using the wrong one can end up doing more harm than good.
First, take a look at some of the benefits of implementing sales-specific candidate assessments in your selection process.
They provide valuable information on multiple topics, including cultural fit, experience, and work ethic.
They make your recruitment process more efficient
They help you ramp up sales reps faster
They improve a sales leader's ability to coach and develop reps
They can help with retaining your top reps longer
On top of all these: they guide you to make the right choices in the hiring process.
Since you should be utilizing sales-specific assessments if you aren’t already, the next step is to ask yourself the right questions to ensure you’re getting the proper sales-specific assessments to fit your needs.
Here are some questions to ask when you are choosing the proper assessment:
Does the test have reliability, validity, and psychological data to back it up?
What type of assessment are you looking for - learning speed, personality, cognitive abilities?
What are the candidates’ results being compared to - such as other tools or even existing employees?
Does your assessment choice come with the necessary training and support to implement it most effectively?
Sales-specific assessments are a valuable tool for getting guidance in the hiring process for many reasons. Make sure you collect enough data to make an educated decision on which type of assessment will be most best for the sales roles you need to fill.
To learn more about structuring a productive sales interview, get a copy of our ebook, 3 Essential Resources for Interviewing Sales Candidates. You’ll get an outline for the perfect interview, a list of questions to ask (and ones to avoid), and a candidate evaluation form to ensure you and your team have a unified scoring method for candidates.