Human resources are the key guiding force in modern-day organizations. They have an instrumental role to play in the successful journey of the firm. There are different roles that an employee plays in the company. Thus it becomes imperative to hire the right talent. And it becomes furthermore relevant while looking forward to hiring a sales team. The sales team is the fundamental unit of a company that brings new business. It is the face of the organization in front of the outer world. Thus the personality assessment test becomes a must-do act. However, there are certain skills that one wants their sales team to possess. And one of the prime skills out of those is Sales Assessments ability. In addition to that vision and perseverance are also important. Therefore, in this article, we are going to come up with a top personality assessment test for the sales team.
Need for PAT
The hiring department of a company looks forwards to particular skills in sales candidates. To analyze these skills and to reach a quantitative conclusion, they require this exercise. There are several kinds of tests available in the market. And organizations as per their need use out of this large gamut. But there are some tests which are close to standardization. Thus we are going to talk about these in this article. These tests are data-driven and lead to a quantitative result for assessing candidates. So those managers who are in search of tests can refer to these.
Sixteen Personality Factor Questionnaires
This is one of the basic assessment tests that are in use since the mid-twentieth century. Earlier it was devised in Europe but now managers across the globe use these. This assessment test percolates in identifying and assessing 16 personality traits of a candidate. One of the key traits that each manager has an eye in is the sales assessment potential. This is by and large because it determines the sales potential of a candidate. This is a comparative study for several candidates. This questionnaire comprises of 164 questions and these seek to predict candidate’s potential in handling pressure situations. This is widely used as it is not complicated and gives specific questions. This gives a clear indication to managers how would a candidate would react to a specific situation.
Myers Briggs Indicator
This is one of the most popular and widely used assessment test managers use. This is not entirely specific to sales but still very effective. This takes candidates on a ride of 16 personality archetypes. This is a behavioral study method that relates a candidate’s behavior with a certain person or a thing. This test is fundamental in sorting the candidates in four variables. These variables are introvert or extrovert, perceptive or judgmental, rational or emotional and intuitive or sensing. Thus this determines the psychological behavior of a candidate. The result of this test percolates to the representative’s potential for success. Like many would believe that an extrovert would be more suited to the profile of sales representative in comparison to an introvert. But this is never certain as some people are strategically introverted but possess excellent social skills. The true virtue of these assessments is to help managers to better manage the workforce as per the situation.
Caliper profile assessment test
This is not something new to the world of personality assessment. Human resources managers and human behavior specialists have been using this as a tool for more than 50 years. This test comprises of an exercise that identifies 25 traits that relate to job performance. This is quite convenient for the test takers as they can conduct this in both online and offline formats. The prime objective of this is to fetch information about the individual’s limitations, potential, motivations, and strengths. Furthermore, if as a manager you find difficulty in analyzing the results then one can take the advice of a caliper consultant. This would ensure that the business would interpret the results appropriately.
DISC
This is an abbreviation that stands for Dominance, Influence, Steadiness, and Consciousness. It is a leading personality assessment tool in the market. This is instrumental in measuring the employee’s personality and behavior style. It does not relate directly with the sales assessment skills of a sales representative but it determines whether he can be a good cultural fit or not. There will be many situations wherein the sales team has to use these attributes to make things work. And thus you must try to gauge whether a candidate has the right balance of these while hiring. This test is fundamental in helping managers to handle a team with multiple personality types.
GRIT
This is one of the advanced tests that are in practice. It symbolizes sticking to a candidate over a long period. This is more suited to a situation wherein organization is looking to hire a candidate for the long term. This is primarily used for hiring employees from mid to senior level. When using this for salespeople then it can determine whether a candidate is a sprinter or a marathon runner. This test completes in a short duration thus it becomes easy to conduct.
Objective management test
It is a sales assessment company. It is known to offer specific assessments for sales team roles. They have an assessment test for employees of all levels. With that, it has test which is not specific to sales but has relevance. This is a wonderful and one-stop solution for human resource managers who are gearing up for sales team hiring. This is a premium service that costs a fair deal. But it makes like manager very convenient as results are crisp and specific. And this is the objective of this objective assessment test.
Thus it is loud and clear that sales assessment ability is one of the fundamental attributes of a sales team employee. And human resource managers across the globe are on the same page in this notion. Therefore it is important to understand the tools one can use while hiring. This article has given substantial insights into the best tools available at your disposal. And those who are looking forward to hiring can choose as per their need.
