Assessment Tips

You are planning to establish a new sales department for your organization, but how do you find the right candidates for such positions? Sales roles primarily require individuals who can effectively promote themselves, but that alone is not sufficient. An online sales assessment can help cut through the talk and evaluate whether they can truly deliver on this within the company and the role. In this article, we will explain the benefits of using The Bridge online sales assessment.

TestGroup's Sales Assessment helps identify whether a candidate or employee is a hunter, farmer, negotiator, or consultant. It evaluates essential sales skills, traits, and motivators that indicate if someone excels at acquiring new clients (hunter), maintaining relationships (farmer), or providing expert advice (consultant). These insights enable targeted decisions to optimize the sales strategy.

Focused on the seller

Several recruitment and application processes involve online tools, such as a cognitive ability test. The Bridge online sales assessment focuses on the commercial side; the salesperson in the candidate. All commercial success and risk factors are mapped out during this assessment, resulting in a clear report.

All aspects of selling are included in this online sales assessment. A candidate may be very good at making a deal, but when planning and preparation are not taken into account, this may not be the right employee for your sales department. The Bridge online sales assessment measures six steps in the sales process. The scores of these six sales steps are displayed in the report:

• Planning & preparation
• Making contact
• Building desire
• Presenting the option
• Closing the deal
• Relationship management

This allows you to see what someone's strengths are and where this candidate's risk lies. When putting together a sales force, you can opt for candidates that complement each other. For example, one is good at presenting solutions and the other is excellent at making deals with customers.

Success in the sales department

A sales department needs to perform and achieve results. It’s vital to have the right people in the right positions, as they are responsible for selling the product or service and generating revenue. Consequently, a thorough and effective recruitment process is essential for this sales department. The Bridge online sales assessment provides insight into candidates' competencies, as well as their personality and work behavior.

The Bridge online sales assessment is a dependable tool for evaluating a candidate's strengths. It provides quick insights into the advantages and challenges related to a candidate, enabling you to effectively establish a sales department. If all candidates excel in making contacts but struggle with relationship management, they may not be the ideal fit for a successful sales team. Do you have a candidate who excels in relationship management yet finds making contacts challenging? If so, this individual could be a valuable addition to your organization’s sales department.

A comprehensive sales report

After candidates take The Bridge online sales assessment, a sales report is immediately ready with the results. These results contain the scores of the six sales steps, but also scores on the four different sales types.

• Hunter: Proactive in contacting and takes the lead in prospects search. The hunter has a drive to score deals.
• Consultant: Solution-oriented and has an interest in the client's business. Can act as an advisor to coach clients in the right direction.
• Farmer: Strong in relationship management, is aware of what is going on with existing clients. Resolves problems and listens to customers.
• Negotiator: Focused on negotiations and win-win situations. Can present services, products and solutions convincingly. Strong in negotiation.

Through these four sales types, you can get a better understanding of candidates' abilities. A good sales department does not only have Hunters, but a variety of the other different sales types. When you are starting a sales department within an organization, The Bridge online sales assessment is a useful and reliable tool.

The Bridge online sales assessment, why?

Putting together a sales department within an organization is no small task. It is an important department and its candidates can often sell themselves well. It is therefore useful to have an inclusive recruitment process. This gives you insight into the candidates and you have reliable results through which you can select. The Bridge online sales assessment is very suitable for this, because it offers:

• Overview of commercial success and risk factors.
• Sales process and sales type scores.
• Scientific research base.
• Insight into personality, work behavior and capabilities.
• Clear and comprehensive report, immediately after completion.
• Availability of results within 30 minutes.
• Online and reliable sales assessment.

Candidate reports can also be reviewed with a TestGroup consultant afterward. If you are interested in taking this online sales assessment on a large scale, we can offer you an advantageous subscription. Our consultants are happy to advise you and help you decide which test best suits your needs.