How to assess sales candidates?
SLP sales candidate assessments are designed to identify candidates that will be successful selling your specific products and services. We’re sales specialists, not recruitment specialists. Unlike recruitment agencies, we understand the unique challenges of sales, and we focus on quality over quantity.
SLP sales candidate assessments are sculpted according to your needs and situation, but might include:
Verbal communication assessment
While the written word is perhaps the most common form of communication in sales, verbal communication is arguably the most important, as deals are more often closed in-person or over the phone. Depending on the open role this form of assessment can range from casual to formal.
Role play/mock pitch
How well does a candidate perform the task they will be employed to do, and how do they work under pressure? In a mock pitch scenario we act as the customer to assess presentation, problem solving, objection handling and general sales skills. This process can also reveal how eager a candidate is to join your organisation, as it will require a degree of preparation.
What do salespeople do?
Identifying the best sales candidates is only possible if you bring an understanding of what your organisation needs in a salesperson and the traits that the best salespeople share. Making sales is a complex dance that demands a broad and highly tuned set of skills – skills that SLP our experts know how to identify.
Generally speaking, the best salespeople are able to demonstrate the following skills:
Listening and communication
Salespeople must be capable of listening to a customer’s needs and pain points before clearly communicating why your product or service is the right solution. They must be comfortable doing so in a range of high-pressure situations.
Networking and relationship building
The best salespeople work hard to develop a sales pipeline that delivers a steady stream of warm leads. This is built on a foundation of networking, relationship building and personal brand development.
Persuasion and negotiation
Some customers are indecisive. Others are on a never-ending quest to find the best deal. Persuasion and negotiation are distinct but related skills that often separate the best salespeople from the rest.
Emotional intelligence and soft skills
Empathy – the ability for a salesperson to put themselves in their customers’ shoes – is perhaps the most underrated sales skill of all. At SLP we assess candidates for this and other soft skills to identify those that will understand and connect with customers best.
Ambition, motivation and drive
Sales is a game of targets, and the most successful professionals tend to have a fire burning inside. Though ambition, motivation and drive are often inherent traits, they’re also characteristics that can be developed.
Organisation and hitting targets
The best salespeople bring passion to their work, but not at the expense of process. Our sales candidate assessments are built to identify organised, goal-driven individuals who do the fundamentals well.
What are employers looking for in assessment tests?
An SLP we build each of our sales candidate assessments around exactly what you as an employer need from hired talent given the open role. Whether you’re looking for someone with extensive experience selling in a particular industry, or a more entry-level sales professional who can grow into their role, we can customise an assessment to suit.
Not sure exactly what you need in a hire? We can help with that too. Our experts can assess where your sales team is currently at, and the skills and experience they need to take that next step.
Sales candidate assessment reviews
Once the necessary SLP sales candidate assessments have been completed, we’ll take the time to review each carefully chosen candidate with you, to give you a complete picture of how each might fit into and enhance your team.
These review sessions offer clear and actionable insights on each candidate and prepare you for the next step in the hiring process, whether that’s another round of interviews or putting an offer on the table.
The best candidate for you isn’t necessarily the most talented salesperson – it’s whoever best aligns with your goals, your needs and your culture. SLP candidate assessments are built to take these disparate elements into account, to offer you a far clearer and more accurate picture of the best candidate for your business.