Complete Salesperson Assessment
A service designed to help you build a team of winners
The Complete Salesperson Assessment (CSA) service is a set of tried-and-true assessment tools that provide sales managers or hiring personnel with valuable insights on potential candidates.
Although not a replacement to a proper hiring process that includes thorough interviews and comprehensive reference checking, it is an additional tool that may keep you from hiring the wrong person.
What's the greatest advantage of the CSA? It can save companies from making costly hiring mistakes.
The CSA is a package of five instruments:
Sales Temperament Assessment™
The Sales Temperament Assessment (STA) gauges a person's overall suitability for sales and to specific types of selling situations. It helps to avoid costly mismatches for the company and the chance of personal failure by the salesperson. The STA gauges competitiveness, sociability, drive, and independence.
Sales Skills Index™
The Sales Skills Index (SSI) gauges a person's knowledge of how to sell. It is benchmarked against the score of more than 2,000 successful salespeople, helping you to select people who have the most chance of sales success. The SSI uncovers those people who have below average selling knowledge, as well as those who have a strong intuitive sense regarding sales and are likely to have their abilities strengthened through formal training. The SSI also identifies those areas where salespeople require improvement to sharpen their selling skills.
Sales Style Analysis™
The Sales Style Analysis (SSA) describes how a person will sell and is a gauge of how others will perceive a person. It provides insights into sales characteristics, managing advice, keys to motivating, ideal work environments, communications checklists, and much more. The SSA helps reduce common communication problems and is an ideal tool to help avoid hiring someone whose selling style may alienate potential customers.
Behavioral Factor Indicator™
The Behavioral Factor Indicator (BFI) identifies the natural behaviors an individual will bring to a job, allowing managers to assess whether these behaviors match those that are important for success on the job. The BFI measures 17 behavioral factors, such as handling objections, closing, self-starter, prospecting, persuasion, listening skills, and customer relations. This is an excellent tool to help avoid hiring a person that will be uncomfortable doing what is required for success on the job, thus reducing stress-related problems and personal failure.
Personal Interests, Attitudes & Values™
Personal Interests, Attitudes, and Values (PIAV) is an assessment tool that provides insights into why people do what they do. This allows hiring managers to assess whether the balance of values matches the values of the company, its philosophy and the industry. The PIAV measures the prominence of six basic interests/motives for doing things: theoretical (need for knowledge), utilitarian (need for money), aesthetic (need for harmony), social (need for social contact), individualistic (need for power), traditional (need for order).
What You Get
The CSA questionnaire forms are supplied at no cost. Upon receipt of the completed forms, a 60-page report will be sent to you within five days. Faster turnaround is available. Each assessment tool can also be purchased separately, except for the Behavioral Factor Indicator that is only available as an add-on to the Sales Style Analysis.
How to Request the Complete Sales Assessment Forms
Please complete the following information to request the CSA Questionnaire forms.
(Sales Temperament Assessment is a Trademark of Salesforce Assessments Ltd.)
(Sales Skills Index, Sales Style Analysis; Behavioral Factor Indicator; and Personal Interests, Attitudes & Values is a Trademark of Target Training International.)