Because personality tests don't measure enough to make adequate hiring or development decisions - You must measure MORE.
The Sales Champion Battery™ is the only sales assessment in the world that measures selling skills, selling behavior, selling cognition and value structure that delivers the results inside of our selling system.
Functions of the Sales Champion Battery™
The three primary functions of the Sales Champion Battery™ are for:
"After working with Resolution Systems and seeing the effectiveness of their assessment tools first-hand, I will never hire another salesperson without first consulting with them and using their full Sales Champion Battery™ again."
Rick Overholt, Sales Manager, P.A.C. |
What Is a Sales Assessment?
A sales assessment is a specialized sales test to analyze the wiring or "make-up" of a salesperson. Sales assessment results can be used in three specific ways. First, it helps sales managers hire better salespeople. Next, they are used to troubleshoot performance problems with existing salespeople. Finally, they benefit in helping develop a salesperson into a better performer.
What is a Personality Test?
Personality tests measure just one thing: Personality. Personality is also referred to as "behavior style" or "personality type". Personality tests can be helpful in identifying "how" a salesperson sells. It measures their style. Is the salesperson high-energy or low-energy? Are they more formal or informal? Are they aggressive or are they passive? Are they an introvert or an extrovert? These questions can be answered with a personality test.
Is a Personality Test Sufficient to Hire a Salesperson?
No. Personality tests do not measure enough to help you make an adequate hiring or developmental decision - especially for a salesperson. Don't get me wrong, personality tests are better than not using a sales test or sales assessment, but there are better options available that measure more and provide more robust feedback about your sales candidate or existing salespeople. There are other factors that significantly influence a salesperson's capacity to sell. Personality tests don't measure those things. They only measure "how" a salesperson sells.
Personality tests are accurate, but they are not complete. You must measure more in order to make an adequate hiring or developmental decision – especially salespeople. You need to use the Sales Champion Battery™ sales assessment.
Why Should I Use the Sales Champion Battery™?
You should use the Sales Champion Battery™ sales assessment because it measures much more than a personality test and it is designed exclusively for salespeople. There are four critical questions that must be asked and answered when hiring, troubleshooting or developing a salesperson. The Sales Champion Battery™ sales assessment clearly answers all four of these sales focused questions with uncanny accuracy:
- HOW do they sell?
Selling Behavior (how a salesperson sells) - This is the personality part of our sales assessment. As you can see, it is only ¼ of the profile. How a salesperson sells is important to the job. But as you'll soon learn, it's not the only thing that is important. The other measurements are also critical to determining if your sales candidate or existing salesperson is "wired" for the job.
- WHY do they sell?
Value Structure (what drives a salesperson to sell) - This measures the motivations of a salesperson. Does your salesperson "value" what your sales position offers? For example, the motivator for a preacher to preach is quite different than the motivator for a stock broker to buy and sell everyday. This is also different than the motivator for an artist to paint. What would happen if they all swapped jobs? The preacher bought and sold, the stockbroker painted and the artist preached. Their motivation to perform would be gone. That's the same reason why you may have had salespeople with great "sales" personalities who interviewed well, but didn't perform. They had the right personality, but not the right value structure (motivators) for the job. That's why they failed. The problem is that you cannot assess a sales candidate's value structure from an interview or a résumé.
However, the Sales Champion Battery™sales assessment measures the core values of your salesperson. It will tell you exactly what your salesperson values and if they align with the job. Are they driven for knowledge, money, power and control, etc. When their values align with what the job rewards - that's a good fit and their probability for exceptional performance is high.
- WILL they sell?
Selling Cognition (level of focus and clarity related to sales attributes) - Have you ever seen the episode of Seinfeld when one of the guest characters was referred to as "The Close Talker"? Every time he was introduced to a new person, he would get right in their face and say" Hello." He invaded their personal space. This is someone who does not "see" clearly the way the world operates - you don't invade a person's space. especially when you first meet them. This refers to "cognitive clarity". This is a critical measurement for salespeople.
For example, have you ever had a salesperson that had a great personality, but feared rejection? Everyone loved that person, but the salesperson couldn't deal with "No." How about a salesperson who wasn't a self-starter, so you had to use a cattle prod to get them going? Or maybe you have salespeople who lack persistence, ability to set goals, personal accountability, lack of self management or the inability to handle stress. You see, these are not personality traits - they are cognitive attributes. They are a separate measurement that personality tests don't measure. But you need to know a salesperson's cognitive structure before you hire, fire or attempt to develop them. The Sales Champion Battery™sales assessment will tell you exactly what your salesperson's clarity of thinking across 69 attributes. That creates a very clear picture of how their brain is wired. No personality test can do that!
- CAN they sell?
Selling Skills Comprehension (knowledge of selling process) - If someone were to ask all of your salespeople this question, what would they say: "What is the sales process that you use at your company?" Would they squirm, make something up or would they deliver a competent answer about how they acquire leads, qualify them, move the sale along and close the deal?
Research shows that your salespeople have a 93% chance of making a sale with a step-by-step selling system. Without one, it drops to less than 42%.
The Sales Champion Battery™sales assessment measures your salespeople's knowledge of the consultative sales process. Then we compare them to our control group of top sales performers across each step of the sales process. Now you can discover not only what they know, but how well they stack up against Sales Champions.
How Does the Sales Champion Battery™ Work?
The Sales Champion Battery™ is part of our on-line sales assessment delivery system:
- On-Line Access - All sales assessments are completed on the web for your convenience.
- No Set-up Fee - There is no charge for setting-up your on-line account.
- No Minimums - Use just one sales assessment or 1000. No minimums. No time limits.
- 24/7 Access - Test any sales candidate or salesperson, anywhere in the world, at any time.
- Instant Results - No more waiting! Each assessment is instantly delivered right to your e-mail inbox.
- Easy to Use - You do only two things: Send an e-mail and make a phone call. we do the rest!
- Multiple Languages - Over 13 primary languages! (French, Spanish, German, Chinese, etc.)
- Fully Automated - No manual data entry on your part.
- Simple Administration - We can automatically route the reports to anyone at your organization depending on how many people wish to review them.
- Convenient Delivery - Reports arrive as Adobe Acrobat (.pdf) files and are easily printed or e-mailed.
- Complete Telephone Interpretation - Reports are interpreted by a Certified Assessment Consultant so that you make informed hiring and development decisions.
- Complete Archive System - We retain electronic copies of all of your sales assessments in our archives for future access.
- More Complete Than A Personality Test - Acquire in-depth sales capacities that a personality test doesn't measure. Don't get fooled again!
Bottom line: The Sales Champion Battery™sales assessment measures more than almost any other sales assessment in the world. In addition, we have experienced Sales Assessment Consultants who are ready to answer your questions, advise you on the next steps and provide you with exceptional feedback and interpretation on your salespeople and sales candidates.
Remember, sales success starts with the quality of salespeople on your team. Start today to build that "dream team" you've always wanted.
Do You Offer Assessments for Positions Other Than Sales?
Yes! We offer assessments for almost every position in your organization. Our assessments measure a person's behavior style, value structure and cognition. Our clients benefit from our non-sales assessments in the hire and development of their employees. The positions we offer are:
- Sales Management
- Executive Management
- Customer Service
- Administration
- Operations/Technical
Are Your Assessments Also Effective for Coaching and Development?
Our assessment tools are also excellent for coaching, development and team-building. Here are just a few issues that we can help coach and develop your employees:
- Their core strengths and what they bring to your organization
- How to improve communication with them
- How they can improve communication with others
- How to better manage them
- How to better motivate them
- How to create the most productive environment for them
- What drives their performance (and what stifles it too!)
- How well they handle stress
- How they can understand and interact with others more productively
- How their brain is wired and how it impacts their decision making process
- Their level of drive to complete tasks
- And much more!
Contact Resolution Systems today to learn more about how we can help you build a better team:
FREE Download!
Download the first chapter of the book Blueprint of a Sales Champion to find out how to hire sales champions or if you have sales champions on your team. The Sales Champion Battery™ sales assessment is the tool we use to determine if your sales candidate or existing salesperson fits the "Sales Champion" profile. |
