Pre-Employment Sales Psychometric Assessments: A Surefire way to Hire Top-Performing Salespeople

Salespeople are essential for an organization, and managing a team of such people is even more critical. For an excellent performing sales team, organizations need to have an efficient sales manager to coach, motivate, and recruit salespeople while holding them accountable for performing well. 

The candidate needs to have a perfect mix of managerial skills, sales knowledge and cognitive competencies. Sales managers play a pivotal part in navigating their companies towards future success. They are in charge of building, guiding and managing a team of salespeople within a company. 

Sales managers are entrusted with several mission-critical tasks within most enterprises, such as:

  • Addressing customers' grievances concerning sales and service
  • Supervising regional and local sales managers and their teams
  • Managing direct staffing, training and performance assessment to plan and develop sales and service programs
  • Developing a strategic end-to-end sales plan and execute strategies responsibly and track the organization's sales force's performance

Successful sales managers are excellent communicators and negotiators and have an impeccable record of closing sales. This is precisely why sales manager assessments are often essential to determine whether the potential candidates have an aptitude for sales marketing, a positive outlook, and competitive drive. 

These candidates will need to handle a spectrum of duties ranging from assigning sales territories, allocating quotas, mentoring the team members to scheduling sales training, creating a sales plan, and managing staff renewal and turnover rate. Therefore, employers can use the psychometric test for sales managers to delve deeper into a candidate's ability to manage, solve problems and think critically. 

Some of the most sought-after skills assessed in a sales psychometric test are:

  • Oral comprehension
  • Oral expression
  • Active listening
  • Persuading skills
  • Building and maintaining strong interpersonal relationships 

About sales manager assessment tests 

Mettl’s sales manager assessments help you screen and select the right sales manager who focuses on the actions and skills, significantly making a difference in your organization’s sales success. The test helps you assess candidates on five core competencies: self-management, managing the sales process, managing the customer relationship, business acumen and managerial skills.

Having an ideal sales manager blueprint can significantly assist hiring managers in making well-informed employment decisions. The useful insights gained from Mercer | Mettl's sales manager tests expedites this process by offering HR departments crucial job-related information on potential candidates. Mettl's client screening candidates for sales management positions usually choose the sales manager skills assessment, which measures essential sales manager competencies. 

Additionally, many organizations prefer to administer a sales manager personality test to identify capable sales leaders and understand a candidate's behavioral traits, workplace habits, job fit, etc. For this reason, Mettl's Sales Profiler and Personality Profiler tests have found favor in corporate circles, enabling organizations to consider specific benchmarks for several roles that include both sales and management positions.  

Why should you use Mercer| Mettl's psychometric tests for sales managers?

Have you ever wondered what separates a successful sales manager from an unsuccessful one? Or how to hire competent sales managers? Safeguarding the customers' interests and managing sales initiatives is so important that you cannot put it into the incompetent person’s hands. The sales manager aptitude tests are specifically designed to gauge the manager's potential and enable companies to nurture and retain high-performance managers.

Use the sales manager assessment tests to save time and money in hiring that may otherwise go down the drain on poor recruitment decisions. These pre-employment tests can be used effectively to address the challenge of screening so many potential candidates.  

Mettl’s sales manager aptitude tests will help you identify traits and characteristics inherent in talented and growth-driven professionals. This psychometric test for sales managers is a well-thought-out assessment that sheds light on the skills, attributes and qualities of high performers vs. low performers. 

The first step of any selection process includes picking the sales manager profile that matches your sales teams' needs. Use a sales manager assessment test to compare the candidate's work motivations against predictive success skills and accurately predict how the prospective candidate will perform on the job. 

Screen the best candidates by using scientifically designed sales manager assessments. Our robust reporting on sales competency test results will provide a detailed analysis of candidates’ performance to help you make the right hiring decisions. 

Given below are some advantages of using our sales manager test:

  • Identify top talent that will excel in management positions
  • Adopt data-based criteria to evaluate talent, professional background and the likelihood of success 
  • Filters out applicants lacking managerial competencies
  • Predict employees' performance, fit and retention
  • Get an overview of candidates' personality traits 
  • Uncover underlying aspects of applicants such as emotional intelligence, self-confidence and orientation to learn  
  • Get a comprehensive report that includes a summary of an applicant's strengths and dominant competencies
  • Predict potential with the utmost accuracy 

Are you looking for a customized version of this test or looking to get a new test build according to your requirements from scratch? Reach out to our subject matter experts and discuss the same.


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Looking for a customised test?

Are you looking for a customised version of this test. Or looking to get a new test build according to your requirements from scratch? Reach out to our subject matter experts and discuss the same.


Use this assessment for:

Organizations can use this test for screening and recruitment of candidates. The test is suitable for hiring experienced candidates with 5-8 years of work experience. This test helps in uncovering the gaps in sales management by employing the ‘right’ sales talent. It also aids in optimizing sales performance through 'development needs analysis.'
Who is the sales manager assessment test suited to?

Key profiles the test is useful for:

  • Sales Manager
  • Regional/ Area Sales Managers
  • Territory Sales Managers
  • Relationship and Key Account Managers 
     

Test Details:

Number of sections  5
Number of questions 152
Test duration 95 minutes
Test language English 

NOTE: If required, the sales manager test can be provided in other languages as well. Please connect with us at contact@mettl.com for any such requirement.

Section Details:

Mettl Personality Profiler Assesses the candidate's behavioral competencies required for a customer care representative role and is based on the Big Five Model of Personality
Critical Thinking Assesses the candidate's ability to solve various problems and the effectiveness of the opposing argument to test the validity of the proposition
Customer Focus Test Assess the ability of an individual to understand and serve customers effectively.
Sales Knowledge Test Assess the knowledge about sales processes and capture essential selling skills.
Effective Communication Test Assess the ability to convey the information clearly and concisely.

Answer to common queries:

What if an individual takes a test in a socially appropriate manner or manipulates the responses?

We take utmost care of the social desirability bias during the stage of the test construction. We include only such items in the final versions of the tests where, though the rigging of response may seem doable, the scoring in such cases cannot be estimated. However, in a few assessments where the problems seem to be pretty straightforward, we methodically determine if the participants have manipulated the responses or randomly responded.

Can we do benchmarking for an organization for a specific role?

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.

Is it possible to map an organization's competency framework to your assessments?

We have an exhaustive list of satisfied clients. Please write to us with such a request, and we would be glad to work out a solution for you.

How do we identify the thresholds for the competency levels for a norm group?

The proficiency levels(thresholds)are based on the normal probability distribution for a specific norm group.

How are norms derived for any specific psychometric test?

The insights generated across industries and verticals of multiple organizations is periodically updated in the Mercer | Mettl database. We always ensure that newly added data gets incorporated while preparing the reports.

What if the reports produced for the psychometric assessments vary from the person's actual attitude, behavior, or aptitude?

Human behavior is a projection of several environmental and psychological factors. So, it's not advisable to interpret any psychometric report as a definitive predictor of a particular behavior type. So, these reports should be consolidated with various other sources of information and thoroughly validated before making professional decisions about the candidate.

If you notice any discrepancy in the reports, which factually deviates from the individual's actual behavior, always refer to other physical, environmental, and psychological factors influencing that behavior. For the best combination of assessment tools for your specific needs (i.e., job/functional tests, psychometric assessments, behavioral interviews, etc.), please reach out to us. Our consultants would be happy to address your queries.

What is a sales assessment test? 

The sales assessment test is an essential tool for employers to assess candidates’ personality traits and professional skills. Employers analyze three crucial aspects through this tool, namely personality profile, sales skills and technical skills. 

What is the use of a psychometric test for sales recruitment?

Psychometric tests for sales recruitment evaluate candidates’ abilities through verbal and numerical ability tests, ensuring that the candidate’s knowledge and skills are up-to-date. It also does sales and personality profiling of applicants to uncover hidden personality and character traits that are otherwise hard to identify.

What are the different types of sales management jobs?

Listed below are the five most popular types of sales management jobs:

  • Outside sales
  • Inside sales
  • Hybrid sales
  • Sales support 
  • Consultative sales

What is expected of a sales manager?

Being a phenomenal salesman would seem imperative for a sales manager, but in reality, supervising the entire sales function, including the sales department, demand skills beyond being exceptional at selling. 

From interaction to problem-solving to motivation and more, being a great sales manager involves the right combination of talent and hard work to build a stellar sales team. Given below are the skills and traits it takes to become a remarkable sales manager: 

  • The ability to communicate with team members 
  • Inspires and motivates the sales team      
  • Leads and manages the sales team, the sales function and the day-to-day affairs of  sales operations
  • Engages the team and promotes the productivity culture
  • Resilient and resourceful enough to inspire the team to perform well in times of despair
  • Promotes a positive work culture
  • Fosters skills development to make the work environment positive and keep team members engaged 
  • Acts with fairness, kindness and looks after the personal and professional well-being of each team member 
  • Sets realistic and reasonable goals and inspires others to achieve them
  • Recruits and hires talented sales performers

What qualities make a good sales manager?

There are a few essential traits that, if nurtured properly, can help sales managers in performing their tasks more efficiently. Listed below are some distinguishing qualities every sales manager needs to imbibe if they want to become a better leader.

  • Empathy
  • Forecasting skills
  • Having gravitas
  • Good listening skills
  • Ability to inspire others
  • Emotional intelligence
  • Understands the needs of teams
  • Adaptable

How it works:

step 1
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Add this test to your tests

step 2
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Share test link from your tests

step 3
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Candidate take the tests

step 4
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You get their tests report


Note You will be charged only at step 3. i.e. only when candidate start the test.


Relevant for Industries

  • IT
  • Banking & finance
  • Insurance
  • FMCG
  • Hospitality
  • Retail
  • Manufacturing
  • Healthcare