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Core Corporate Functions>Sales>B2B Sales>Mettl B2B Sales Potential Assessment (Experienced) (Non-video Version)

Measure B2B Sales Skills With This Ready-to-use Sales Potential Assessment

Mercer | Mettl’s sales potential assessment is a tool to assess experienced sales professionals. It helps measure crucial attributes necessary to succeed in a sales profile. Moreover, the test helps identify candidates who have the potential to lead, manage and improve existing sales teams.

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Inside This Assessment

To build a top-performing sales team you need senior sales professionals who are able to coach, motivate, and recruit salespeople while holding them accountable for performing well. It is even more important that they have the right sales skills to thrive in the role. Mercer | Mettl’s B2B Sales Potential Assessment helps measure all of that and more.

SKILL LIBRARY

This Assessment is a part of following Skills Libraries

Sales Potential Competency Framework

Get a detailed look inside the test

Competency Under Scanner

Managing the Sales Process

Self-Management

Managing the Client Relationship

Business-Acumen

Leadership-Skills

Competencies:

Result Orientation

Demonstrating a strong will to achieve what one sets out to do. Focusing one's energy and resources to finish what one has started.

Process Planning and Execution

Demonstrating an ability to detail out the steps required to accomplish one's objectives and an understanding of the resources required to do so. Demonstrating an ability to prioritize tasks and shuffle between various tasks to maximize efficiency.

Taking Initiatives

Demonstrating an ability to take initiative and seek responsibility without being forced or pushed to do so. Demonstrating an eagerness to work on tasks without being told.

Information Seeking

Demonstrating an ability to go beyond the questions that are routine or required in the job. Asking the right questions to get the required information to accomplish tasks.

Effective Communication

The ability to convey the expected information in a clear and concise manner such that it makes the impact that it was intended for.

Perseverance

The tendency to remain motivated and persistent to accomplish goals in the face of adversity or obstacles.

Competencies:

Stress Tolerance

Demonstrating resilience in the face of challenges or adversity and being able to manage one's emotions in a positive and effective manner.

Achievement Orientation

Demonstrating an ability to set high standards for self and the team and having the drive to achieve excellence.

Learning Agility

Demonstrating an ability to learn new skills and effectively modify one's knowledge basis the availability of new information.

Self-Control

Demonstrating an ability to hold back one's emotions, control one's impulses, and respond calmly and objectively to others.

Creativity

Demonstrating an ability to change and innovate to sure the organization stays relevant and current with changing times.

Self-Confidence

Demonstrating an understanding of one's own abilities and having the belief that one possesses the capabilities to succeed.

Competencies:

Empathy

Demonstrating an ability to understand the feelings of other people by imagining oneself in their situations.

Networking with People

Demonstrating an ability to build professional networks and personal relationships within and outside the organization as a way of gathering information and resources to ensure individual as well as organizational success.

Negotiation and Persuasion

Demonstrating a tendency to effectively convince other people of one's point of view by being assertive and firm.

Customer Service Orientation

Demonstrating an ability to ensure that customer requirements are fulfilled in an efficient manner such that it leads to customer delight and further opportunities to grow and develop the customer relationship.

Competencies:

Market Awareness

Demonstrating a deep understanding of the organization's line of business, the competitive landscape and an ability to effectively position the organization's USP so as to win over customers.

Strategic Alignment

Demonstrating an ability to consider the short and long term implications of one's actions and decisions on the organization.

Brand Building

Demonstrating an ability to maintain brand's image by communicating positively with customers, media and other outlets.

Competencies:

Managing Diversity

The ability to support and promote an environment that holds opportunities for all, regardless of race, gender, culture, and age.

Consultative Problem Solving and Decision Making

Demonstrating an ability to identify and resolve problems by gathering relevant information by consulting people and working towards identifying the best possible solution.

Logical Thinking

Demonstrating the ability to analyse the given information from different perspectives by breaking it down into simple components and by structuring the information in a logical order to arrive at a solution.

Leading by Example

Demonstrating an ability to lead a group of people by consistently motivating and inspiring them, and assisting them wherever necessary.

Team Management

Demonstrating an ability to develop cooperation and teamwork while working in a group, working toward solutions which generally benefit everybody involved.

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Step 4: Insightful Report

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Frequently Asked Questions (FAQs)

Utmost care has been taken to reduce the probability of individuals trying to present themselves in a socially desirable manner at every stage of the tool development.  The following are some of the steps taken:
 
 The item format of the assessment – the ‘semantic differential’ format – was deliberately selected for the purpose of making it hard for candidates to guess the appropriate response and ‘fake’ in order to increase their scores. The items are presented in a format that requires the individual to consciously think about their preferences and then make a choice between two equally ‘desirable’ statements.
 
 Before beginning the assessment, the candidates are provided with information on the format of the assessment and are told to respond to the items according to their first reactions and not to overthink their responses. Guided by research showing the efficacy of ‘instructional warnings’ they are warned against faking and impression management and told that their assessment reports may be considered invalid if they distort their responses in dishonest ways.
 
 The tool identifies certain patterns of responding and indicates in the report, if the candidate has attempted to respond to the assessment in an appropriate or a socially desirable manner.   

Yes, it is possible. We can build a customized assessment for your organization, taking into account your organization’s unique needs and accordingly determine the combination of behaviors that determine success in your organization’s context.  Please write to us for such a request and we would be glad to work out a solution for you.

The thresholds for the proficiency levels are based on the normal probability distribution of scores for a particular norm group.

Human behavior is a projection of multiple psychological and environmental factors. So, any psychometric report should not be interpreted as a definitive predictor of a particular type of behavior. These reports should be integrated with all other sources of information in reaching professional decisions about the person. If you find any discrepancy in the reports from actual behavior of the person, always refer to the other environmental, physical and psychological factors driving that behavior. For the best combination of selection tools for your needs (i.e. psychometric assessment, job/functional tests, behavioral interviews, etc.) please reach out to us and our consultants would be happy to assist you.

It is possible to do so for different job roles for your organization. We follow a scientifically valid benchmarking process. Please write to us and we would be glad to assist.

The data obtained through across industries and across verticals of various types of organizations is updated in the Mettl database periodically. Utmost care is taken such that the newly added data gets incorporated periodically while preparing the reports.