Managers who’ve been in the business of sales for years like to think they have a strong grip on the hiring process, that they are experienced interviewers and can spot a candidate’s façade from miles away. So, why do they find themselves back at the hiring table a few short months later? Even those with great intuition aren’t always provided with enough transparency to make the best decisions.
This is why sales personality tests have become such popular hiring tools in the industry; they cut to the core sales style of each applicant, showing clearly where they’re strongest, and where they’re likely to face challenges. If you’re a recruiter or a hiring manager, and you want to learn how to hire the right salespeople the first time, consider the following sales traits and how best to identify them in prospective hires.
This trait is one of many assessed during a sales personality test, and it speaks to more than base friendliness. Someone with good social skills will be able to listen attentively, speak and offer solutions with confidence, and know how to empathize with their client’s struggle. They’ll speak to their client like an equal without berating them, but also without yielding too quickly – keeping their targets in mind and working to show the client how the company’s products or services can serve them best.
Sense Of Urgency
Experienced salespeople will tell you that finding success is all about timing, and while there are some aspects out of an employee’s control, they must know when to make the ask, and be careful not to drop off too quickly. Having a good sense of urgency is synonymous with having good instincts in sales; by reading clients, a salesperson should catch the moment that window opens, when they can pose the question regarding purchase. They should also spot the difference between “no” and “not now” – as this will give them an idea about if and when to follow up.
Salespeople must be able to work independently; conversely, they should have enough self-esteem to ask for help when they do need it. During an interview, it can be hard to know how well someone will work on their own. Through a sales personality test however, such as those available through providers like SalesTestOnline, employers can see an applicant’s dependence level compared against the dependence level of the ideal profile created for the position. They’ll also enjoy a 90% accuracy rate, so they can feel assured that every person they’re inviting in for an interview has long-term potential.
In an industry where employees face rejection multiple times daily, it’s important for them to foster personal boundaries and not take a refusal personally. There are times when clients on the other end of a call will get frustrated with them, react harshly, or disengage without warning. It’s important for a prospective salesperson to have a strong sense of self, compartmentalize the results of a call and move on to the next one as if a negative altercation didn’t happen. It’s challenging for most employers to know who is prepared for this type of work only meeting with them a few times, but a sales personality test will make this quality (or lack there of) more transparent.