Posted by Nick in Corporate Sales Training | 0 Comments
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Assessment Tests For Sales Skills Aren’t The Cure For Poor Selling Skills
Lately, there has been a resurgence of sales skills assessment tests. Employers want to know if both their existing sales reps and job candidates truly know how to sell. They want to identify areas that need to improve in their organizations and they also use these test to qualify candidates prior to extending a job offer.
Let’s peal back this onion and uncover what’s behind sales skills assessments. It’s all about salesmanship because salesmanship should be at the center of every selling skills assessment.
All you need to look at is the 80/20 Rule to discover that most salespeople have a problem. The 80/20 Rule states that 20% of the sales reps generate 80% of the business. So what’s the problem with the 80% of salespeople that limp in with 20% of the orders? Well, it could be a few things…
1) They don’t know how to sell
2) They don’t use the sales skills they know they should be using
3) They lack motivation
Salespeople That Gave Up Because Of Selling Skills Assessments
If you have a sales rep that just stopped trying, do yourself and that rep a big favor and cut them lose. That rep is better off doing something else and there’s no shortage of people that are qualified and anxious to take their job.
Salespeople That Don’t Use Their Selling Skills
There are many reps that will score well on a sales skills assessment test but they simply don’t do the things they know they should be doing when they are in the field. For example, I know what you need to do to hit a golf ball straight. I just can’t get it done. I’ll pass any test on how to grip the club and weight balance, but when it’s time to hit the ball, I’m lost. These sales reps will pass a sales skills assessment test with flying colors so save your money.
They know they should “sell the hole and not the drill” but when they are in the field, they sell the drill! The only way to uncover this problem is by observation. You need to join them on sales calls and see for yourself how they operate.
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Salespeople That Don’t Know How To Sell Pre Employment
Last, but far from least, is the group that simply doesn’t know how to sell. They don’t have a clue about the sales process so they operate as a “walking/talking brochure”. Often, these reps work very hard, at things that don’t work. A sales skills assessment test will uncover these individuals but let’s take it one step further.
What are you doing to place sales skills at the center of your team’s culture? All the sales skills assessment testing in the world will not accomplish that for you. You need to invest in a consistent professional sales training program that insures your team has the skills required for success.
I hope you’ve uncovered useful information about selling skills assessments and how selling skills assessment tests can be used to improve sales. It’s a pre sales employment routine. I help reps get prepared.
What good is a doctor that tells you you’re sick but never gives you a cure? The same is true when it comes to sales skills assessment tests. Get the cure and start training your reps today. Good things will happen!
To your sales success!
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