Four Sales Tests Examine Seventeen Aspects of Sales Competence

Sales Knowledge Assessment

Isn't it about time that someone came up with a way to measure sales competency and provide people with immediate, specific, targeted support for sales skill and habit development.

Rate sales ability across seventeen aspects and thirty five elements of our comprehensive sales competence model using four straightforward sales test questionnaires. Optional validation by a SalesSense accredited coach through a one to one review interview provides objective verification of sales competence.

Sales Skills Assessment

The Sales Exam consists of four separate sales tests that can be consolidated into a single representation of sales competence. A separate sales test evaluates sales knowledge, sales skills, attitudes and beliefs, and intrinsic motivators.

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Separate validation tools are available enabling in-house managers or third party professionals to conduct Sales Exam validations.

Sales Mindset Assessment

Choice between automated and coach validated feedback provides options that serve individual as well as company level or corporate needs. Automated reports include a unique single glance representation of scores, table data for further analysis, and supporting downloads. Coach validated feedback includes validation scores, comparison charts, and written recommendations for each sales test in the Sales Exam.

Sales Motivators Assessment

The Sales Exam reveals opportunities for developing strengths as well as addressing weaknesses. Accompanying downloads provide straightforward actions that participants can begin using immediately to improve their sales effectiveness.

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• Add Sales Exam Validation to cart
  £495 plus applicable VAT
  Includes the four Assessments
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Assessment Validity

Sales test results of people who take part in the Sales Exam as part of an appraisal or development process instigated by an employer, should be validated by a manager or coach.

Validation tools make this a straightforward process that can be carried out by an accredited SalesSense coach, employers staff, or other third party professionals.

Validation feedback highlights any differences between self-assessment scores and validation scores, drawing attention to learning and development opportunities.

The Sales Exam reveals and quantifies professional sales competence. The validation questions and the system of evaluation banish uncertainties, deception, and misunderstanding.

For individuals using the Sales Exam for self assessment, as a learning tool, or to support career planning, the direct approach facilitates self reflection and discovery.

Sales Exam Benefits

1. As a sales person or manager, you find out precisely what your current sales capabilities are and what you can do to improve them.

2. The feedback report contains recommendations that do not require the services of a coach or trainer so you can begin making improvements as soon as you have time or resources.

3. As soon as you begin implementing the recommendations, sales productivity and results begin to increase.

4. Measuring sales effectiveness through results can never indicate what can be done to improve. The Sales Exam empowers individuals and employers to assess seventeen aspects of sales effectiveness. The feedback clearly indicates opportunities to improve.

5. Using the Sales Exam, either as an individual or as a manager, demonstrates initiative, increases understanding, improves skills, develops better habits, introduces more effective methods, and shines a light on mindset and motivation.

6. Using the Sales Exam for appraisals provides a sales specific competency framework, a template for development discussions, and a platform career advancement initiatives.

7. Using the Sales Exam in the sales hiring process can reduce or eliminate hiring mistakes. Having short list candidates take the exam before an interview, ensures that managers have all of the information they need to make an informed decision regarding sales competency.

Sales Exam Applications

Professional Sales Competence

Who is responsible for sales competence? Most people answer, "I am". The Sales Exam provides the ability to measure and quantify sales competence. It answers the question, "What can be done to attain, develop, or maintain sales competence?"

Guidance for Individual Development

The Sales Exam identifies and quantifies opportunities for individual development. The feedback report provides a sound base for individuals and their managers to discuss and prioritise a development plan that will lead to increased sales competence, rising sales performance, and personal growth.

Development recommendations in the feedback reports focus on self-led learning rather than externally driven intervention such as training or coaching.

The feed back report provides individuals and their manager with an opportunity to steer development based on empirical evidence instead of perception and opinion

Team Development

Customers who have a SalesSense accredited coach complete validations for a whole sales team can obtain a team level report. In addition to a full explanation of the process and questions used in both parts of the Sales Exam, this document includes tabulated results, team performance by aspect and element of sales competency, and the test average scores for 'best in class' sales teams. The SalesSense Coach who carried out the validations also provides written team level feedback and recommendations that help organisation's use the data to solve problems, improve sales productivity, and increase sales performance.

Training Needs Analysis

As a means to determine training priorities, the Sales Exam eliminates the guesswork and provides managers with a quantitative and qualitative assessment that reveals strengths and weaknesses at team and individual levels.

Recruitment and Selection

The Sales Exam provides an ideal means for improving hiring consistency and reducing hiring mistakes. Having candidates take the online part of the sales exam generates a feedback report that managers can use to guide a subsequent interview.

Getting the Right Job

Taking the Sales Exam and completing a Personal Review with an Accredited Coach, provides sales people with an independently validated score for sales competence attainment. The feedback report provides individuals with documented evidence of their commitment to sales professionalism. As a discussion document or guide, it provides a comprehensive platform for answering the question, "What will you do if you get this job?".

Sales people can use the report to help them present a compelling picture of their strengths, skills, and abilities. It helps them explain exactly what they are good at so that interviewers are left in no doubt of the candidate's competence. Sales people who put themselves through the sales exam have the edge over those who don't.

The Sales Exam is divided into four, standalone elements that can be taken independently. The four elements are:

Sales Knowledge Assessment

The seventeen questions in this assessment require written responses and self assessment rating of answers. Feedback and downloads accessible after the first submission support review and improvement. Completion takes most people about one hour.

Sales Skills Assessment

Rate sales skills and habits against 41 statements. Feedback quantifies abilities across eleven elements of sales competence and includes development recommendations for advancing strengths and minimising or eliminating weaknesses. Most people complete the assessment in less than twenty five minutes.

Sales Mindset Evaluation

Test beliefs and attitudes regarding selling and sales challenges. Rate agreement or disagreement with 36 statements to reveal the significance of seven mindset elements. Most people complete this assessment in less than fifteen minutes.

Sales Motivators Assessment

Choose between competing preferences to rank eleven workplace intrinsic motivators. Review significance in a sales context SWOT analysis for each motivating factor. There fifty five statements in the assessment. Most people complete it in less than 30 minutes.

How to Buy

• Add the Sales Exam to the cart
  £79.95 plus applicable VAT
• More information here
• Add Sales Exam Validation to cart
  £495 plus applicable VAT
  Includes the four Assessments
• More information here

If you need a sales test to evaluate sales competence, identify opportunities for improvement, or for training needs analysis, we can help. Telephone +44 (0)118 933 1357. We will be pleased to discuss your needs or talk through the options. Send email to custserv@salessense.co.uk for a prompt reply or use the contact form here.