Pre-Hire Assessment Overview

Our pre-hire assessment approach is a two-step process that evaluates sales character and sales talent. Both components are essential for success in consultative selling. Many test providers offer assessments for one component or the other but our proprietary assessment solutions encompass in-depth analysis on both of these critical elements.

What is sales character? One way for managers to view character in the context of sales is to think of the salesperson as "doing the right thing for the customer" even when no one is looking. Without good character, it doesn't matter if the sales candidate has sales talent or not — he or she is not a good match for an integrity-based, customer-oriented company.

What is sales talent? Just as there are natural "athletes" in the world, there are also people who possess natural sales ability. Our research has identified nine personality characteristics formed early in life that are predictive of sales success. Through further studies, we have found that no amount of knowledge, training, time or experience will enable an individual without sales talent to perform at the same level as someone with sales success character traits.

To learn more about our pre-hire assessments, click on one of the links below:

• Sales character
• Sales talent

---

Latest Legal, Research and Hiring Insights

What Are the Legal Issues Associated with Pre-Hire Assessment Testing?

What is the Fakability of Assessment Tests?

On the Legal Front: What is Adverse Impact and Why is it Important in Pre-Hiring Testing?

What is the Role of the 4/5ths Rule in Assessment Testing?

What is the Difference Between Validation and Benchmarking?

What Are the Legal Issues Associated with Integrity Testing?

How to Take A Scientific Approach to Hiring

How to Conduct a Behavior-Based Interview and Ask the Right Questions