The best online sales test

Several years ago, we sought to take some out of the risk in hiring sales representatives.  Some people are good at the interview process — especially when the opportunity provides a salary and is not pure commission  Others (desperate) will take anything they can get, but do you want losers like that in your organization.

I wondered if there were tests available that could help you predict your success in hiring sales representatives.  If we could find that test, we would solve a key problem in recruiting and retaining talent.

I soon discovered that the testing industry is a fairly big business, with sales orientation and aptitude tests being one of the largest markets.  Unfortunately, the tests I initially discovered cost $100 or more each time they are used.  This fee would be okay if you simply wanted to verify that someone you are hiring is really good, but few businesses can afford to spend that type of money on earlier-stage review of the candidates.

With some help from researchers for the defunct “Google Answers” service (one of the rare Google initiatives that failed as a business), I received a list of possible testing services, and decided to try salestestonline.com.

immediately, I found the test shockingly simple and fast — and thought how could anyone tell anything from these questions.  But the test results were clear, unequivocable, and seemed reasonable — they rated my selling skills potential at the highest level.  I’m not a salesperson at heart, of course, but if you want to get into business for yourself and keep the business going for two decades you need some selling abilities.

Over the years, we’ve used the test on many candidates in conjunction with other screening approachess.  It hasn’t been 100 per cent successful, especially in predicting how long the sales person will be enthusiastic about working for our business.  But in terms of measuring raw selling ability it has been quite reliable.

As well, the test has given us a powerful tool to brush off people with whom we should not work.  These include friends and relatives of employees and clients.  You can’t say ‘no’ to someone who calls in these circumstances, but if the sales test results are poor, you can blame it on the test!

Recently, as we watch all our costs, I and Chase decided to review alternative tests to see if we could find a test even less expensive than salestestonline.com.  We found one, and tried it.

The alternative test took 20 minutes to complete, not two.  And the questions were so obvious that anyone with half a brain could determine the right answer to pass the test.

Is testing the only element that determines a great sales representative?  Of course not.  I believe you need to evaluate their working performance by providing some trial assignments, and you also need to check references thoroughly.  Even when you get these elements right, you can still risk making a bad or unstable hire (but the risks, I think, are greatly reduced.)

In the meantime, I can recommend salestestonline.com as an effective, inexpensive, and valid component to solving to the sales testing/hiring challenge.

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