Sales Profiler Test- Sales Manager Skills Assessment Test for hire sales reps & performance evaluation

Introduction

Our proprietary tool, Mettl Sales Profiler, provides a competency-based framework to build a winning sales team. A one-of-its-kind profiler it identifies the critical behavioural and cognitive competencies for your unique organisational requirements.

With the tool, it becomes possible to evaluate a sales person's true potential for each job role; from selling shoes in stores, to selling a house on rent, to selling complex IT solutions to CXOs. It addresses your critical priorities with data-backed insights, helping you save time and make better business decisions.

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Test Composition

A

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Test Details

TIME DURATION:

40-50 Mins

NUMBER OF ITEMS:

110

Background & Theory

In a collaborative effort with SHRM, Mettl developed a comprehensive framework for understanding sales roles based on behavioural and cognitive competencies. Based on extensive research, it combines empirical evidence from over 1600 sales professionals across industries. Our whitepaper - Demystifying Sales Hiring - clusters most of the sales job roles, across industries, based on the three-factor model:

What to sell

Offering Complexity
How to sell

(Sales Process Complexity)
Who to sell

(Buyer Sophistication)

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Key roles

Area/territory sales manager

Channel sales manager

Key Account Manager

InsideSalesperson

In-store salesperson (B2C sales)

Field salesperson

Languages Available

English (US)

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Perfect Sales Person Recipe

With Assessment Technology applied on primary and investigative research on a performance bell curve of employees, and strong secondary research from the subject matter and industry experts, following Competencies and Sub-Competencies have been found to influence one sales role or the other:

PROFILE

Rocket Singh

In-Store Sales Executive,
(Apparel and Footwear, Bata)

COMPETENCY FRAMEWORK

Buyer and Environment Sophistication

Mid-Level

Process Complexity

Transactional

Offering Complexity

Simple

COMPETENCIES

An in-store salesperson, typically in a retail setting is reduced to providing - at a bare minimum - guidance or support to navigate a purchase. Self-Confidence on a personal front, and high ownership based on an ability to remain accountable identify as key necessities in this job role.

Despite requiring adherence to the rules, a salesperson must remain intuitively flexible in terms of identifying the exact need of a customer to influence a purchase.

When all is said and done, a salesperson must possess a hold over basic communication skills, computational skills and numerical ability to conduct the right purchase and drive sales.

To facilitate a successful sale despite minimal interference with customers, a salesperson in this job role requires orientation to high achievement; to meet the assigned targets. At the same time, it also mandates that the salesperson adheres to what they've been instructed to follow.

Personal Attributes

An in-store salesperson, typically in a retail setting is reduced to providing - at a bare minimum - guidance or support to navigate a purchase. Self-Confidence on a personal front, and high ownership based on an ability to remain accountable identify as key necessities in this job role.

Interpersonal Skills

Despite requiring adherence to the rules, a salesperson must remain intuitively flexible in terms of identifying the exact need of a customer to influence a purchase.

Sales Aptitude

When all is said and done, a salesperson must possess a hold over basic communication skills, computational skills and numerical ability to conduct the right purchase and drive sales.

Work Management

To facilitate a successful sale despite minimal interference with customers, a salesperson in this job role requires orientation to high achievement; to meet the assigned targets. At the same time, it also mandates that the salesperson adheres to what they've been instructed to follow.

PROFILE

Arpit Pande

Automobile Sales Representative
(Ford Dealership)

COMPETENCY FRAMEWORK

Buyer and Environment Sophistication

Premium

Process Complexity

MultiStage

Offering Complexity

MidComplex

COMPETENCIES

A sophisticated buyer audience requires high accountability and strong resilience to face tough situations. Awareness to customer need and confidence are key to building customer relationships necessary to facilitate the purchase. Openness to feedback serves to augment individual performance & growth.

A salesperson must intuitively identify the exact need of a customer to influence a purchase. In case of sophisticated buyers, a salesperson must hold his own both intellectually and conversationally to establish an acceptable level of trust to facilitate the sale in question.

When all is said and done, a salesperson must possess the ability to think on one's feet along with a hold of basic communication skills, computational skills and numerical ability to conduct the right purchase and drive sales.

To facilitate a successful sale, a salesperson in this job role requires orientation to high achievement; to meet the assigned targets. Despite freedom to map their sales strategies, the function also mandates that the salesperson adheres to what they've been instructed to follow.

Personal Attributes

A sophisticated buyer audience requires high accountability and strong resilience to face tough situations. Awareness to customer need and confidence are key to building customer relationships necessary to facilitate the purchase. Openness to feedback serves to augment individual performance & growth.

Interpersonal Skills

A salesperson must intuitively identify the exact need of a customer to influence a purchase. In case of sophisticated buyers, a salesperson must hold his own both intellectually and conversationally to establish an acceptable level of trust to facilitate the sale in question.

Sales Aptitude

When all is said and done, a salesperson must possess the ability to think on one's feet along with a hold of basic communication skills, computational skills and numerical ability to conduct the right purchase and drive sales.

Work Management

To facilitate a successful sale, a salesperson in this job role requires orientation to high achievement; to meet the assigned targets. Despite freedom to map their sales strategies, the function also mandates that the salesperson adheres to what they've been instructed to follow.

PROFILE

Hardeep Suksma

Key Account Manager,
E-Learning Solutions

COMPETENCY FRAMEWORK

Buyer and Environment Sophistication

Mid-Level

Process Complexity

Consultative

Offering Complexity

Complex

COMPETENCIES

A sophisticated buyer audience requires high accountability and strong resilience to face tough situations. Considering the solution's consultative nature learning is enhanced with every new case that may arise, provided their openness to the same.

This would require the salesperson's presence at multiple stages of the negotiation and persuasion, which would entail the establishment of trust and a collaborative effort across different teams.

Domain knowledge and advanced communication fall into the mandatory category for a salesperson in this job role. An ability to compare multiple products and highlight key features to the audience involved would require bouts of problem-solving, critical thinking and fluid intelligence.

A salesperson in this job role would need to plan his or her sales, work persistently towards meeting targets and keep their customers engaged with the offering all at the same time.

Personal Attributes

A sophisticated buyer audience requires high accountability and strong resilience to face tough situations. Considering the solution's consultative nature learning is enhanced with every new case that may arise, provided their openness to the same.

Interpersonal Skills

This would require the salesperson's presence at multiple stages of the negotiation and persuasion, which would entail the establishment of trust and a collaborative effort across different teams.

Sales Aptitude

Domain knowledge and advanced communication fall into the mandatory category for a salesperson in this job role. An ability to compare multiple products and highlight key features to the audience involved would require bouts of problem-solving, critical thinking and fluid intelligence.

Work Management

A salesperson in this job role would need to plan his or her sales, work persistently towards meeting targets and keep their customers engaged with the offering all at the same time.

PROFILE

Aditi Musunur

Territory Sales Manager,
Telecom Provider, Airtel

COMPETENCY FRAMEWORK

Buyer and Environment Sophistication

Basic

Process Complexity

Consultative

Offering Complexity

Simple

COMPETENCIES

A territory sales manager would require remarkable confidence, awareness to both the market need and production process, and the resilience to envision team success.

A territory sales manager would be required to connect with stakeholders and channel partners to augment sales, which highlight competencies such as networking, planning, collaboration and influence are critical.

Domain knowledge and advanced communication fall into the mandatory category for a salesperson in this job role. An ability to compare multiple products and highlight key features to the audience involved would require bouts of problem-solving and critical thinking.

An increased pressure on team performance and effort entails the inherent drive for results in this salesperson. Planning & Organization are competencies of utmost importance here.

A salesperson in this job role, with respect to sales or team responsibilities, requires a certain degree of leadership skills; the ability to analyse approach, identify gaps in sales performance, and an astute ability to plan a strategic forecast are merely some of the key competencies within this critical component.

Personal Attributes

A territory sales manager would require remarkable confidence, awareness to both the market need and production process, and the resilience to envision team success.

Interpersonal Skills

A territory sales manager would be required to connect with stakeholders and channel partners to augment sales, which highlight competencies such as networking, planning, collaboration and influence are critical.

Sales Aptitude

Domain knowledge and advanced communication fall into the mandatory category for a salesperson in this job role. An ability to compare multiple products and highlight key features to the audience involved would require bouts of problem-solving and critical thinking.

Work Management

An increased pressure on team performance and effort entails the inherent drive for results in this salesperson. Planning & Organization are competencies of utmost importance here.

Leadership Skills

A salesperson in this job role, with respect to sales or team responsibilities, requires a certain degree of leadership skills; the ability to analyse approach, identify gaps in sales performance, and an astute ability to plan a strategic forecast are merely some of the key competencies within this critical component.

Critical Competencies stem from dedicated research on unique roles.

With Assessment Technology applied on primary and investigative research on a performance bell curve of employees, and strong secondary research from the subject matter and industry experts, following Competencies and Sub-Competencies have been found to influence one sales role or the other:

A salesman needs to be highly accountable for his/her actions. Taking initiatives to ensure maximum customer delight, recognising and accepting one's own mistakes, being open to learning new ways of working, and confidently holding their presence in front of customers is very important

Sub-Competencies

Demonstrating the ability to take responsibility for one's actions and decisions. Ensuring all commitments are met on time, without passing on the blame to others.

Demonstrating resilience in the face of challenges or adversity and being able to manage one's emotions positively and effectively.

Demonstrating a feeling of trust in one's abilities, qualities, and judgement.

Demonstrating an ability to understand one's strengths and weaknesses and the impact of those on the customers. It also refers to one's ability to leverage them effectively to accomplish one's goals.

Demonstrating an ability to learn new skills and having an appreciation for selling multiple offerings with various features. It also refers to one's ability and willingness to learn new skills and effectively modify one's knowledge basis the availability of new information.

"Sales is one of the most critical functions which directly impacts the revenue of the firm. Hunger to achieve the goals and to smartly manage each deal is important to succeed as a salesman."

Sub-Competencies

Following standard and new selling methodologies in accordance with the changing organisation and buyer needs.

Demonstrating an ability to prioritise tasks and shuffle between various tasks to maximise efficiency, it indicates how well one can detail out the steps required to accomplish one's objectives and an understanding of the resources needed to do so.

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

"A salesman needs to understand his/her customers. Being able to establish trust and catering to their needs is important. Patience and active listening are important as well."

Sub-Competencies

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

Demonstrating an ability to probe and gain deep insights about the customer's stated and unstated needs to be able to provide them with the most optimal solution.

Demonstrating an ability to work effectively with each other to accomplish common goals and objectives.

Demonstrating an ability to gain the trust of customers, emerging as their trusted partner for sharing positive and negative experiences

Demonstrating an ability to effectively convince and compromise with others to achieve results.

Demonstrating the ability to convince others of one's points of view and ideas.

" Salesman needs to demonstrate a strong analytical ability to win over the customer. Good product, as well as market understanding, differentiates a good salesman from the crowd."

Sub-Competencies

Demonstrating an ability to compute basic quantitative analysis to get the required information and achieve results. The ability to perceive and process numbers and related symbols to perform basic arithmetic operations.

Demonstrating good computer literacy to fulfil basic objectives

Demonstrating an ability to put across one's thoughts and ideas clearly and succinctly using appropriate language and grammar in written and oral forms of communication.

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

The ability of an individual to analyse and perceive the given information from different perspectives.

The ability to structure observations that are obtained from different data sources.

Demonstrating an ability to understand, articulate and resolve challenges faced

Demonstrating an ability to make informed decisions after considering all available data and the potential positive and negative outcomes of these decisions.

" A good sales leader plays an important role in maximising his/her team's potential. Channelising the right resources, identifying gaps in performance and aiding the team with the relevant guidance to maximise sales is needed for organisational excellence."

Sub-Competencies

Being able to consider the short and long term implications of one's actions and decisions on the organisation.

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

Demonstrating an ability to guide people when necessary by helping them enhance their knowledge and providing the right training and direction.

Demonstrating an understanding of the various intrinsic and extrinsic motivators to engage people at work. Provide them with appropriate reinforcements and recognition to inspire them to accomplish their professional objectives.

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Editor in Chief, ESPN

Testimonials

Using the online assessment services provided by Mettl has had a three-point impact on our company; reduction in entry-level attrition, rise in quality of performance by new hires and reduction in investment of resources.

Anil Nair,

General Manager - Sales Force L&D, Zydus Cadila

Mettl's assessments have helped us gain some crucial insights into the commercial acumen of our people which helped us in making informed decisions about them.

Subhashini Acharya

Sr. Manager – OD, SABMiller India

Mettl's online assessment filters 20-30% of the applicants for us, increasing the efficiency of the interview process. The reports generated posts the test are great tools to analyse a candidate's profile.