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Sales assessment
Vikram Tea’s constant expansion plans require a high functioning sales team equipped with skills, knowledge, habits and behaviors that enable it to lead and manage impactful B2C sales deals. Hence, the company wanted a suite of assessments that would help it recruit better and make L&D interventions in its existing workforce.
The company sought:
The company’s primary objective was to find candidates with the right combination of ethical propensity, sales experience and customer-handling skills. It needed a tool that would help its talent acquisition specialists to hire such candidates after assessing their cultural alignment and a set of sales-focused competencies.
Vikram Tea wanted expert help with developing a detailed competency framework for high performing sales managers. It wanted to use the framework as a standard to assess current capabilities and identify development needs during the recruitment and selection of sales professionals.
The company also wanted to conduct a thorough assessment of its existing sales managers to identify their training and development needs. The insights from these assessments would help develop a set of targeted development modules.
One the company’s priorities was to find candidates with integrity who could match the working style and remote work requirements of the business. Thus, it was crucial to assess applicants on key behavioral competencies using custom psychometric assessments.
The company needed good people with relevant sales experience to fit various mid and senior-level profiles. It was imperative to utilize a valid filter to bring in candidates possessing the right closing techniques, numerical proficiency and objection handling skills.
Mercer | Mettl’s experts undertook several meetings with Vikram Tea to understand its needs. The team appraised the client’s challenges and suggested various inputs to ensure it was on track with the competency-based sales assessment.
The goal was to equip the client with objective insights at every stage of the sales hiring process. The same was accomplished in three stages:
The first step in upgrading the client’s hiring process was to finalize competencies. After elaborate discussions, Mercer |Mettl’s team came up with a customized competency framework, which formed the basis of the sales assessment.
The framework ensured a holistic analysis of candidates’:
Mercer | Mettl provided Vikram Tea with a set of custom assessments, specifically crafted for sales hiring. These assessments tested the candidates’ ability to think fast, derive meanings in ambiguity, arrive at meaningful conclusions in potential work scenarios, formulate new concepts and strategies for innovation, etc.
The key highlights of the exercise are explained below:
These assessments helped the client measure the critical competencies in an unbiased and objective environment. In addition to assessing the competencies elaborated in the custom framework, the assessments helped Vikram Tea gain insights into sales-specific candidate skills such as:
The test results also provided insights into candidates’ motivation factors and behavioral traits, enabling the organization to select the best fit for the vacant positions.
Mercer | Mettl used three types of psychometric tools based on validated scientific theories and practices to create these sales assessments.
Mercer | Mettl helped the client access a larger talent pool across states by customizing and translating the assessments in Hindi, Gujarati and Marathi. It enhanced the local hiring process, contributing to high-quality regional team-building in multiple cities.
Mercer | Mettl simplified Vikram Tea’s recruitment process with reports for every assessment. These reports were to the point, easy to understand and offered holistic insights into the candidates’ skills and potential.
The detailed, data-rich reports facilitated easy benchmarking and easy culling of candidates. Additionally, they helped:
Mercer | Mettl’s sales assessment was a well-developed, validated and predictive psychometric test that served as an objective decision-making tool for Vikram Tea. It enabled the company to improve its current recruitment strategies and L&D approach.
The insights helped the company to undertake structured growth plans and get the most efficient sales professionals on its team.
The following highlights elaborate the impact of Mercer | Mettl’s psychometric assessments on the client’s talent acquisition and development strategy:
Mercer | Mettl helped the client assess, interview and hire candidates to fit its dynamic sales profiles. With 20-25 quality hires per month, the company was able to build a strong sales team comprising 250+ new professionals, possessing the necessary aptitude and competence to ensure inter-state sales success.
Based on extensive assessment parameters across all levels, holistic assessment reports have resulted in a system that enables Vikram Tea to harness its employees’ abilities to target diverse customer needs effectively. This served its core purpose, empowering its employees to make the best use of their abilities to achieve the mandated business results.
The company utilized the assessment reports to identify training needs in its existing workforce. That lay the foundation for initiating focused programs for individual growth. As specific areas of improvement came forward through the assessments, the decision-makers at Vikram Tea were better equipped to further the company’s talent strategies.
In conclusion, Mercer | Mettl’s psychometric assessments’ impact and how they have transformed hiring for the company promise a lasting structure to its candidate selection criteria. It has helped save time and effort while equipping decision-makers with the right tools to address their concerns and fulfill their requirements.
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