Conducting skill assessments in sales and marketing hiring is ideal to find the right sales guy. Be it IT, or FMCG, sales skill assessments are must!
Have you ever considered the impact of an increased sales and repeat customers on the profitability of your business? Of course, you have. But what measures have you taken to assess the capability of your sales team? Honestly, skill assessments in sales and marketing hiring are no longer a fad but a necessity.
As the needs and preferences of the consumers change dynamically, your sales strategy must also include newer ways of closing deals. And that’s exactly where skill assessments come into play.
It goes without saying that the sales team is majorly responsible for driving business and converting leads into paying customers. Simply put, they are an integral part of your overall business operations, which drive in the fund. However, their roles and tasks do vary based on the different situations they are put in. As in from beginner-level sales development executives, with lesser experiences; to account managers – the ones who are the pro.
But regardless of their designation, every salesperson share one common goal- to acquire and convert new leads, develop new business opportunities that augment growth, and appear as an ideal representative of a brand. Be it the IT sector, financial services, the FMCG sector, manufacturing, or consumer durables – a skilled salesperson must be able to distinctly convey the values the specific brand can add to its target audience.
And while offering enticing payscale to the salesteam, employers and managers mostly lookout for the essential sales skills below.
Active Listening: Whether the person listens and pays enough attention to the pain-points of the customer and then suggests what’s best for them.
Product Knowledge: While interviewing and recruiting a salesperson, employers check whether they are aware of the product he/she is ought to sell. Because intensive product knowledge is crucial for any sales process.
Rapport Building: How comfortable the person is to open up and unleash his/her personality in front of the customers. Rapport building is considered as one of the most vital components of customer service skills. Of course you are selling your product/service, but at the same time, you are also selling your personality to your audience.
Confidence: How confident one is while pitching a product to a potential buyer. Having unwavering faith in the product to be sold is critical. Confidence in one’s product and company translates well to the prospects, channelizing this confidence into them as well. Sales managers tend to observe these skills in an aspiring sales guy.
Resilience and Grit: Rejection and objection are normal throughout a salesperson’s career. But how resilient they are in the face of rejection, is what an employer seeks. The top performers of a sales team must possess enormous tenacity to dust off the rejection and gear up for the next chance.
Establishing Trust: The skill of building trust through accountability, reliability and quality service, is a pivotal quality required for a budding career in sales and marketing.
Self-Motivation: The top performers are always motivated and never wait for any direction. They find their ways themselves and keep on climbing the success ladder. Also, a self-motivated sales guy possesses astounding leadership qualities to lead a team towards success.
Inter-Personal Skill: A fierce ability to gain success rapidly, and all manager’s favorite, this skill is everything a salesperson must possess to reach the upper echelon of a sales career.
And these adroit skills in sales are what that make the profession so challenging. In a bid to shoot up the turnover rate, employers seek these talents the most during pre-hiring interviews. Any serious sales resume must contain all, or at least 5-6 of the above-mentioned traits.
So what’s the big deal about the importance of pre-hiring assessment for sales and marketing people?
There are so many research projects conducted on the sales force’s possibilities that are evident of the struggles salespeople face to hit their target quotas. In a way, this isn’t nice for the particular companies in the constant drive to improve sales performance.
Despite all the sales training and coaching going on around to break down knowledge silos, promote inter-team collaboration, revenue dwindles. This makes skill assessment mandatory to identify the capability and potential of the sales candidates, as well as determine whether the existing sales team is working efficiently.
Skill assessments in sales and marketing hiring will not just streamline your hiring process, but will also prevent any post-hire shock! Let’s discuss some of the crucial significance of skills assessments for salespeople.
Zeal: Whether they have the drive or zeal to achieve greater heights of success. During a critical time, how fast and how efficiently a salesperson finds a solution, instead of waiting for help- that’s what comes out from proper scientific assessment.
SWOT Analysis: Analyze the strength and weaknesses of the candidate. Psychometric assessments measure several attributes like personality profile, critical reasoning, and many more. Being an indicator of a candidate’s personality and choice of decisions, prospective employers can find the best match for their sales force team.
Culture Fit: Based on the assessment analytics, it can also be deduced whether an individual is fit for the office culture. The importance of cultural fit analysis is highly contributory while hiring sales professionals.
Storytelling Skills: How good storytellers are they. An effective salesperson must be an engaging storyteller. Because while you pitch your product in the present digital era, people want to hear a story. Bland sales pitch not only repel them, but also creates boredom.
Therefore, your sales team must contain a handful of storytellers to convey your brand story right! Creative online assessments gauge the emotional quotient of candidates, indicating how much of a storyteller theyare.
Sales KPIs and Metrics: Modern skill assessments are developed in an advanced way that measures certain KPIs and metrics. If you conduct an assessment of a sales and marketing aspirant, you measure the indicators required to drive positive sales behaviors.
Eventually, you will end up having a lot of insights into the metrics and performance indicators a candidate possesses. Based on the insight, your hiring decisions would ensue.
For the Existing Sales Team
Sales Processes: Skill assessment and sales force evaluation also give a lot of insights into the sales processes followed by the team. Based on the insights, a manager can easily figure out where exactly the damage is being done, where the sales are stalling. And why!
Real-Time Situations: It’s never too late assessing your sales team to get clarity. Give them some real-life acute situations through the sales skill assessments, and check how they react. Check their flexibility in each situation. Based on the analytics, you can decide whether they need any further coaching/training or not.
Sales Area Priorities: Speaking of sales training and coaching, before even implementing any such activity, an employer must be sure of the priorities the training sessions are ought to offer. A well-conducted skill assessment will bring out those areas, previously unexplored, that need some expert guidance.
Competencies: While forming a dedicated sales team for your company, you must have thought about the competencies the team members must have. Whether they should be excellent in communicative skills, adept presenters, or trailblazing innovators for new business ideas- their skills will speak for them.
These competencies make up the success of any sales job. So while conducting skill assessments for the sales team, watch out for these competencies, whether those are met or not.
Technological Soundness: Considering the time it is now, the world has gone digital and tech-savvy. Even the kids we see around are fluent in technology. Well, at this juncture, you must ensure that your sales rep must be immensely tech-savvy.
Gone are the days when sales were made traditionally, in an old-school way. Now we have a volley of digital resources to choose from. Deals are closed with value-added visual content, Infographics, Marketing Videos, Email Newsletters, Blogs, and many more such digital assets.
Moreover, post the pandemic outbreak, the overall work culture has gone under a huge paradigm shift, calling for remote and virtual workplaces. Zoom calls, Google Meet, chatbots, AI, AR-VR, are the norm now. Your sales team must be thorough with this dynamic transformation in order to sustain. With digital skill assessments, an employer can also get a vivid idea of how technologically sound the individual is.
The importance of skill assessments in sales and marketing hiring is manifold. It is a crucial element to make sure that your business sustains long-term. As well as to keep away any guess-work while forming a legit sales department. The process of effective sales force skill assessments is the ideal way to find the right match for your business and your long-term success.
Develop your sales strategy with the right mix of skill assessment so that every member of the team becomes a key player in driving better business growth for you. What are the other skills that salespeople must possess? And is there any other benefit of assessing a salesperson? Do share your viewpoints so that we can keep the comments section resourceful.
And if you are looking for a strategic partner to conduct a skill assessment for your sales team, Testofy can be your right choice!