Why Use the Sales Temperament Assessment?

With the hard cost of hiring a salesperson ranging from $1,000 to $10,000 or more, and the soft costs of a mis-hire estimated as being 2.5 times the annual compensation package you offer, making the right hiring decision is critical. Psychological profile tests, such as our Sales Temperament Assessment (STA), can be a valuable cost-saving tool in the decision-making process.

When hiring a salesperson, you are basically looking for three things:

  1. Ability: Can the person do the job?
  2. Character: Does the person have the desire and determination?
  3. Temperament: How will the person go about doing the job?

The interview process can usually help you find the answers to the first two qualities. The third ingredient for selling success "” temperament "” is harder to assess.

The STA is a tool designed to measure the basic temperamental qualities that make up a successful salesperson:

  • Competitiveness
  • Sociability
  • Drive
  • Independence

Here are some of the things our sales assessment can reveal about salespeople:

  • Are they competitive, ambitious, decisive?
  • Are they sociable, persuasive, optimistic?
  • How good are they at pushing for results?
  • Will they be overly talkative?
  • Will they shy away from objections?
  • Are they persistent?
  • Will they be comfortable making cold calls?
  • How likely are they to close a sale?

These are some of the things you want to find out before you hire someone, not after.

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