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Sales drive a business. A performing sales team which achieves their targets are crucial for any organization. Good sales talents are hard to find through the traditional recruitment process. Most of the interviews may include questions that are not specifically relevant to the functions of the sales team or the business in general. For example, asking a candidate to sell you a pen during an interview may give you relevant insights if you are hiring for an FMCG business. But the same question may not be relevant enough if you are into heavy machinery or real estate where the approach to sales is different. These kinds of scenarios can lead to guesstimation and judgment-based hiring decisions that cause a huge disconnect between the newly hired employee and the sales objectives of the organisation. Is there an effective way to assess sales candidates during the recruitment and for re-skilling or upskilling the existing workforce?
Improve your ROI on Recruitment with Sales Aptitude Tests
Finding candidates who can match with your sales teams’ expectation is a top priority. The top three desired qualities of an ideal salesperson are:
- Product knowledge: In-depth understanding of the products or services they are selling to quickly address customer queries, understanding of similar products sold in the market, understanding of the market position of the product, understanding of the leading or lagging indicators of the product
- Customer engagement:Pitching products in the most convincing manner, engaging clients or customers and helping them relate with the product that you are selling, convincing them of a better result by using the products you are selling.
- Customer relationship management: Following up with customers to address queries and concerns, to update them about new products and to achieve customer loyalty.
Earlier, it was difficult to find the right tools to measure sales aptitude. Now, recruiters have access to a plethora of sales aptitude assessments online that are easy to find and apply. These tools are highly reliable, secure, and offers quick results in sales candidate assessment. You can be assured to receive a good return on your investment by hiring the right sales talent who will bring in profit through their initiatives.
Applications of Sales Aptitude Tests
These state of the art sales aptitude tests are applicable for various recruitment needs.
Campus: New sales talent are abundant among recent graduates, which means the application of Sales Aptitude Tests will help recruiters get the right outcome during campus hiring. There are many tools to measure the employability skills of freshers, and the results of these tests can also be used to provide necessary training to high-potential candidates.
Lateral hire: Sales aptitude tests can also be used for assessing candidates during lateral hiring. Using an online assessment is crucial for fair, bias-free lateral hiring needs. Highly sophisticated aptitude sales platforms offer you the option to customise your test questions. This will give you a more performance-oriented result that can help you make informed lateral hiring decisions.
Workforce development: Another key area where sales aptitude tests can be put to use are in the designing of training and development programs. These tests provide an in-depth report of the skills your salespeople currently possess and highlights areas of excellence and areas for improvement. These test results are based on answers given to specially curated questions and are tabulated automatically, removing the chances of bias. This is thus beneficial for employees who would like to know how skilled they are and for employers to know how relevant these skills are when compared with the latest trends in the industry.
MeritTrac Platforms for Sales Aptitude Tests
Not many organisations use the correct sales aptitude assessment tools while recruiting sales personnel for their workforce. MeritTrac’s research-based sales aptitude platforms employ result giving methods to help you narrow down the right-fit sales candidates. You also have the option to customise questions based on your sales teams’ unique needs.
Pariksha: This is a hybrid scientific assessment platform preferred by recruiters for it's easy to use and secure assessment delivery system that is combined with smart features. The unified platform provides the option to author, design and deliver tests. The key features of Pariksha are:
- Simple, reliable, and accelerated online assessment delivery
- Aids device-agnostic test-taking experience
- Enables smooth information exchange to improve QTI compliance
- Rapid results tabulation and report generation feature
SmartTest: This is an online assessment platform that can help you hire the right talent and also prevent a drop in your company’s sales that may happen as a result of hiring unfit candidates. SmartTest’s unique assessment catalogues can be customised to match your sales teams objectives and your particular business needs. The key features of SmartTest are:
- More than 10,000 assessments that cover areas such as cognitive, behavioural, performance and domain skills
- Test delivery is now possible in 3 steps: catalogue selection, candidate mapping and test delivery.
- Options to choose and administer automated assessments
FAQ
FAQ
1. What are Sales Aptitude Tests?
A. Recruiters use sales aptitude tests to measure a candidate’s sales skills and abilities before they are hired. These test often include common sales questions and specific questions that are modelled around the key performance indicators of the hiring organisations’ sales team. The use of latest sales aptitude tools can help you to find the best sales talent for your workforce and thus gain a competitive edge in the market.
2. Why are Sales Aptitude Tests used for workforce development?
A. These domain-specific aptitude tests can be used to analyse the skills, hidden talents and training needs of existing sales personnel.
3. What are the different types of Sales Aptitude Tests?
A. Some of the popular sales aptitude tests include personality tests, communication skills, soft skills, numerical aptitude tests, problem-solving abilities and reasoning abilities.
4. What are the USPs of MeritTrac’s Sales Aptitude Tests?
A. MeritTrac provides its users with the following features and flexibilities:
- Supports seamless test delivery of research-based assessments
- Supports multiple devices
- Create or configure unique test catalogues
- ISO 9001:2008, ISO 27001:2013 and CMMI Level 5 certified process
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