Are you facing these sales challenges?
Each sales role requires different capabilities, depending on your market and the length of your sales cycle. Applying the same criteria to every salesperson can reduce the quality of your recruitment decisions.
Two candidates may have similar backgrounds while taking very different approaches to prospecting, negotiation and customer relationship management. A recruitment assessment for salespeople provides additional data to better understand these differences.
Multichannel prospecting, complex sales, CRM, social selling and artificial intelligence are reshaping the capabilities. Sales capability assessment therefore needs to evolve alongside sales practices and the realities of each role.
With this ebook, you will be able to:
Clarify your success criteria
Turn expected qualities into concrete, observable behaviours that can genuinely be assessed.
Adapt assessment to each role
Define predictive models tailored to your Business Developers, Key Account Managers, Technical Sales Representatives and managers.
Align practices across your organisation
Create a shared framework across teams, subsidiaries, countries or business units while taking the realities of each role into account.
Make greater use of your assessment data
Use results beyond recruitment to support internal mobility, capability development and management.
How to get the most from this guide?
Identify the sales roles where success criteria remain difficult to formalise or vary significantly between teams, markets or entities.
Start with real situations encountered in the field to define the behaviours and capabilities that contribute to success.
You can then select the most appropriate sales recruitment assessments and assessment methods for these criteria.
Use the guide’s checklist to review your current approach, align HR and sales managers, and establish a shared framework without applying the same model to every profile.
Who is this ebook for?
This guide is designed for HR leaders, Talent Acquisition Managers, Talent Development leaders, Sales Directors and managers who want to improve the recruitment and development of their sales teams.
It is particularly relevant for organisations managing several sales roles, teams, entities or markets and looking to harmonise assessment practices while accounting for the specific requirements of each role.
Discover how Key Predict can transform the way you assess your sales profiles
