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Online Assessment of Salespeople

The Corporate Initiatives Sales Assessment Test: A partial example
Here is a sampling of the sales testing information you can expect to receive from the Corporate Initiatives as part of the salesperson screening process.

In-depth salesperson assessment online: Company X, Sales Strategy Index for Bill Williams

Note: This report example analyzes Bill’s understanding of the strategies required to be a successful salesperson in any environment. The report highlights strengths and weaknesses in order to provide an example of our online assessments of salespeople and reduce your salesperson reduction strategies. This is a partial sample of this report.

Please call us at 610.642.1796 to view an example of a complete report and learn more about our online salesperson assessments.

Prospecting – Sales Assessment Test – Phase 1: This phase evaluates prospecting ability. Qualifying prospects is the first step of any sales system. Prospects are identified, detailed background information is gathered, traditional prospecting is coordinated, and a sales strategy is developed.

55% of the time Bill chose the most effective strategy.
43% of the time Bill ranked the second most effective strategy as first choice.

Greeting – Sales Assessment Test – Phase 2: This phase evaluates the greeting. The greeting is the first part of face-to-face trust building. The salesperson displays his/her sincere interest in the prospect and begins to gain positive acceptance and to develop a sense of mutual respect and rapport.

61% of the time Bill chose the most effective strategy.
30% of the time Bill chose the second most effect strategy as first choice.

Analysis – Sales Assessment Test – Phase 3: This phase describes the analysis phase of the face-to-face sale. The salesperson discovers what the prospect will buy, when they will buy and under what conditions.

44% of the time Bill chose the most effective strategy.
21% of the time Bill ranked the second most effective strategy as first choice.

Presentation – Sales Assessment Test – Phase 4:  This phase reflects the ability of the salesperson to present his or her product in such a way that fulfills the stated or implied needs or intentions of the prospect as identified and verbalized.

45% of the time Bill chose the most effective strategy.
36% of the time Bill ranked the second most effective strategy as first choice.

Results Comparison: When compared to the scores of top sales performers, Bill’s areas for improvement were revealed to be in the categories of Qualifying and Demonstration.

Note: Other category analyses that are incorporated into the in-depth salesperson assessment include: General, Influence, and Close. In addition, least effective strategy choices are analyzed for positive feedback.

What the Salesperson Selection Test Measures
As you can see from the above sample, the Sales Strategy Index provides an objective analysis of an individual’s understanding of the strategies required to sell successfully in any sales environment. Essentially, the question “Can this person sell?” is answered – and you can assess the right salesperson for the job.

Understanding effective sales strategies (and turnover reduction strategies) can lead you to success as long as you can implement what you know. This report provides feedback on strengths and weaknesses so that you can develop a plan to highlight your strengths and overcome your weaknesses, while reducing salesperson turnover and reducing salesperson recruiting costs.

Specifically, sales categories measured include Prospecting/Qualifying, First Impression/Greeting, Qualifying/Questions, Demonstration, General, Influence, and Close. Results are then measured against scores of top performers in graphic form, readily highlighting areas for improvement.

To view a full sample report of the Sales Strategy Index or learn more about in depth salesperson assessments, please call Corporate Initiatives at 610.642.1796.