Manager Hiring/Selection Assessment

Why is choosing the right manager critical for long-term success?
What is manager's selection testing?
Why is our manager's selection testing the most effective?
How does our manager's selection testing work?
How can a company request a free demo or purchase PSMSR?
How does the PSMSR help hiring managers?
FAQs

Sales Manager Assessment Test

Why is choosing the right manager critical for long-term success?

A manager is the most important person in a sales organization, according to top sales research firms such as Gallup and Huthwaite. First-line managers have the greatest impact on a company's long-term success because they drive a company's sales results based on the influence they have on their sales professionals.

Making a poor decision when hiring an originator can be costly but hiring the wrong manager for a position can be potentially more damaging to a company's bottomline because of the number of people the manager impacts. Fortunately, our manager's selection report helps companies choose the individuals best-suited for first-line sales manager positions.

What is manager's selection testing?

Over the past 9 years, QFS has conducted extensive research on the competencies and practices of the top producers and sales managers at the top financial services companies. From that research, we identified 10 competencies that matter most for sales management success. They are:

• Driving for results
• Coaching and developing others
• Influencing and persuading
• Decisive judgment
• Managing a team
• Interpersonal communication
• Relationship management
• Resilience
• Continuous learning
• Integrity

Our Professional Sales Managers Selection Report (PSMSR) can help companies identify a candidate's strengths, weaknesses and competencies for sales management success. The report shows hiring managers how a candidate stacks up against the best sales managers in the industry so an informed hiring decision can be made.

Why is our manager's selection testing the most effective?

There are a lot of companies out there offering sales assessment testing but no other firm delivers results like we can. Here are a few of the reasons our Professional Sales Manager Selection Report (PSMSR) beats out the competition:

• A scientific approach. The information in the candidate's competency profile represents what has been identified as the factors that are important to job success for sales managers. The competencies were determined from a nationwide study of the top sales managers in mortgage banking. The top sales managers were selected by the individual firms that participated in the study. The PSMSR evaluates the candidate's work-related personality in relation to the competency model that successful sales managers have. We also can perform customized competency profiles upon request.
• Customized for the financial services industry. This is not a generic management assessment test but a validated assessment for first-line sales managers. A validated assessment means that scientific standards have been met.
• Track record of improved sales results. Hear what others say about our assessment testing:

"We had a growing sales force and wanted to structure our hiring process more effectively and improve the quality of our sales staff. We got great results with Pat Sherlock's hiring and coaching tools." — E.H. "Gene" Gaulin, Senior Vice President, BB&T Bank, Wilson, NC

"Our sales results have improved greatly since we implemented Pat Sherlock's assessment tools. We are very pleased with the results." — Mike Frotten, SVP, Citi, St. Louis, MO

"Pat's hiring tools really improved my interviewing process because now I focus only on those sales candidates that are qualified. It has really helped me to interview more effectively." — Rex Ann Strecker, Branch Manger, Bradford Company, Charleston, SC

FAQs

How does our manager's selection testing work?

A company purchases a minimum of 10 tests that are put into a web-based account that is personalized for the company. The tests never expire and the test results are always available for review. The candidate is provided with a User ID and password to access the questionnaire, which takes about 60 minutes to complete. The assessment is then tabulated and an email is sent to the hiring company's administrator who then can pull the candidate's report. It's that easy. No paperwork and no hard-to-read reports.

How can a company request a free demo or purchase PSMSR?

For a free demo or to purchase our manager's selection tests, contact us directly at 1-800-875-0222 or email sales@qfsconsulting.com. Note: the tests cannot be purchased directly via our website because company-based web accounts need to be established to pull down the reports.

How does the PSMSR help hiring managers?

The PSMSR helps companies in three significant ways.

1. It is objective: the candidate's answers are benchmarked against a current database and an objective analysis is applied to the individual. It takes the emotional bias out of the interview process.
2. Our test saves time and money: it would take a hiring manager many hours to determine the competencies of a candidate. The test gives the analysis in seconds which saves time and money.
3. It improves performance: by identifying those candidates who have the competencies to manage well.

I only hire people that have a proven track record. Why do I need to test them?

By focusing on a candidate's previous successes and not thoroughly interviewing them, the new company has not determined if the candidate can actually manage. The candidate's past successes could be the result of external factors such as declining interest rates and not an accurate reflection of the candidate's sales management abilities. Assessment testing should be used for all candidates applying for a sales manager position to enable the hiring manager to objectively review the prospective employee's talents.

How does assessment testing help improve sales results?

When companies use assessment testing as part of their hiring protocols, the better candidates are moved further along in the interview process. Hiring better sales managers — matching the right person for the job — translates into better sales results.

I feel awkward asking someone to take an assessment?

In our experience, candidates are more impressed with a company that has a structured interview process including assessment testing because it says to them that the company has standards and not everyone can join the firm.