Can a Sales Aptitude Test be Faked?

A sales aptitude test is the best way to hand-pick applicants who possess natural sales ability from a pool of applicants. Sales aptitude tests are affordable, convenient, and accurate, with results corroborated against actual sales performance through 20 years of research and 300,000 assessments. A large body of real-world experience and testimonials exists, including that of many of our customers who credit the APQ for revolutionizing their sales staffing efforts.... read more

Sales Aptitude is So Hard to Assess – How APQ Does It

Sports is a multi-billion-dollar industry. While sports superstars get a lot of attention for their individual flair and abilities, teams are predominantly managed to success by statistics rather than personalities. Contributing to this were the results obtained by manager Billy Beane, as famously documented in the hit book and later film, Moneyball. Beane transformed the Oakland A’s into a powerhouse that could stand its own against the likes of the Yankees with a much smaller budget, and he did it by looking at players using different metrics than the traditional ones used by other recruiters.
A similar shift gaining a foothold in sales recruiting. Instead of relying solely on the old methods of selecting “players,” such as the resume and work experience, salary history, personal interviews with tricky questions and similar, a more scientific tool is increasingly used: the sales aptitude assessment. It is only logical — if scientific measurement proves so successful in recruiting sports players, doesn’t it make sense to leverage the same approach in building a winning sales team?
Why the APQ
The best sales aptitude assessment currently available is the APQ, which stands for the Advanced Personality Questionnaire (formerly known as the Craft Personality Questionnaire).
It is an affordable test which takes about 20-30 minutes to take and is available on any internet-connected computer through an ordinary web browser.
The APQ sales aptitude assessment plots the taker’s test scores across several ranges which correlate to low, moderate, and high correlation for success for a given sales role, from outside hunter to inside farmer.
There are nine primary traits which are the most important to determine natural sales aptitude. These are:
1. Intensity/Drive
2. Need for Independence
3. Assertiveness
4. Recognition
5. Need to Analyze
6. Self-Protection
7. Need to serve
8. Trust
9. Optimism... read more

5 Keys to A Successful Company Sales Training Seminar Sales down?

It might be time for a boost through a sales training seminar. These short, often one- or two-day sessions, can keep the saw sharp and correct many weaknesses in your salespeople.... read more

10 Steps to Sales Team Improvement in 90 Days

I want to give you a gift. I know you want sales team improvement and you want it NOW, so I am going to give you 10 steps that, if executed fully within the next 90 days, will dramatically change your sales operation forever.... read more

Professional development training programs to close sales faster

Professional development training programs for salespeople can increase competence in many valuable areas, from closing techniques to instructions on the latest sales technology. I would even say that this is a Golden Age for training, since we have so many different platforms we can use to educate ourselves, from in-person seminars to mobile apps to live streaming.... read more

Looking for Better Sales Results? Check for Your Salesperson’s Aptitude!

The idea that anyone can be trained to be a good salesperson is optimistic, but flawed when we examine real life.... read more

How a Sales Hiring Assessment Can Save You Thousands

These days, any job opening is likely to attract a large number of potential candidates. Pre-screening these applicants can help reduce that number to a more manageable size who can then go forward into a more rigorous screening process.... read more

Hiring a Top Salesperson – Use the Right Aptitude Assessment

The process of hiring new employees is complicated, time consuming, and expensive. This is especially true when hiring sales staff members, whose skills can make or break a company as they have the direct line to revenue.... read more

You Want What, Sales Team Improvement?

 Sales team improvement is a challenge when you are not sure where to begin.... read more

Why Salesperson Aptitude Rules Success

I might sound like a broken record sometimes on my blog, but I will keep saying this over and over again because it is the absolute truth as proven time and time again:... read more

Why Salesperson Aptitude Rules Success

I might sound like a broken record sometimes on my blog, but I will keep saying this over and over again because it is the absolute truth as proven time and time again:

Hiring Alert! A Sales Manager Hiring Test That Works

Managerial skill levels greatly influence the ability of a business to drive revenue. If a sales manager lacks skills and the personality characteristics proven to guarantee success for their position, having that person onboard will be extremely detrimental.... read more

Want Double Digit Growth? –A Pre-Employment Aptitude Assessment

Aptitude tests have been used for decades to assist companies in growing their teams. The pre-employment aptitude assessment saves a company time, energy, money, and more importantly, ensures the hire is the best suited for the job.... read more

7 Sales Aptitude Assessment Tips

Using a sales aptitude assessment to help you make the best hiring decisions possible is one of the most important steps in turning around an ailing sales division.... read more

Made or Born? Sales Aptitude Importance to Success

Sales managers and executives should rely more on personality tests to make hires. The use of aptitude tests for employment purposes begins a new M.O. that builds stronger sales teams and prevents incompetent people from entering your ranks. This article explains how a prescreen sales aptitude test boosts a sales team and the customers it serves.... read more

Great Companies Use a Great Sales Manager Aptitude Test

In our consulting and training practices, we have run across this situation far too often:... read more

Why You Fail with Your Current Selling Aptitude Test

A selling aptitude test is one of the best ways to filter out incompetent sales people and find those who have the potential to be great performers. We have seen companies completely turn around their sales divisions when aptitude tests were employed to screen out incoming candidates rather than use a revolving door “let’s see who sticks” methodology.... read more

Sales Team Hiring Assessments

Stop recruiting blindly; discover top salespeople with certainty through sales hiring assessments... read more

The Billy Beane Approach – Improve Sales Results with Sales Aptitude Assessments

As memorialized in the book and movie Moneyball, Oakland A’s manager Billy Beane revolutionized the way baseball teams selected players through the use of statistics and data analysis.... read more

How to Hire the Best Salespeople Using Employment Aptitude Assessments

Great companies have great people working for them, but it can seem daunting to fill up a sales roster without paying a fortune in sign-up bonuses, salary, and perks to attract top talent. And hiring based on simple job interviews can be very hit or miss.... read more

Using CPQ Aptitude Assessments to Build a High Performance Sales Team

video-cpq-selection-tnPre-employment testing, such as the CPQ Aptitude Assessment, is a must to build a modern, high performance sales team that doesn’t depend on just one or two top producers to drive revenue, but instead works like a finely tuned machine with all parts driving sales.... read more

3 Reasons to use Pre-Employment Testing as a Hiring Tool

Pre-Employment testing involves the use of standardized questions, computerized scoring, and scientific analysis to predict on-the-job attitude and performance among job applicants. While no system of testing is 100 percent accurate, since they rely on test takers answering questions correctly and honesty, using them is still far better than subjectively picking people because they “seem right.”... read more

Boosting the Skills of Your Corporate Sales Team

With the sheer scale of many B2B deals, even a single sale can make a huge difference in the bottom line. Corporate sales is a highly competitive field and constantly changing. Staying up to date on corporate sales skills and trends can be the difference between nailing down lucrative multi-year contracts and explaining to the board why numbers are down this quarter. Corporate sales training offers an effective framework for optimizing your sales teams and ensuring performance, even in the most competitive markets.... read more

Strategic Use of Sales Aptitude Assessments to Build a Top Sales Team

When it comes to sales performance, no amount of training will turn your highly mediocre sellers into sales superstars. The unfortunate truth is that your under performers probably lack something you cannot teach them—natural sales aptitude.... read more

CPQ Sales Aptitude Assessment – 50% of Predicting Sales Success

Update 2017: The CPQ Assessment has been Replaced with the APQ Sales Assessment

The APQ Sales Assessment is the next generation in testing and assessing your team and potential hires. Designed to improve sales performance, coaching and turnover, this 81-question sales assessment saves time and money. ... read more

CPQ Pre-Employment Assessment

I am always seeking the latest and greatest information in the field of sales in order to best serve our clients at Asher Strategies. I have done this for decades because, while the fundamentals of sales don’t really change, there are always new developments which increase the efficiency of how we do things.... read more

CPQ Sales Assessment – Build the Perfect Sales Team

Update 2017: The CPQ Assessment has been Replaced with the APQ Sales Assessment

The APQ Sales Assessment is the next generation in testing and assessing your team and potential hires. Designed to improve sales performance, coaching and turnover, this 81-question sales assessment saves time and money. ... read more

CPQ Aptitude Assessment – Best Fit for Over 30 Job Categories

The CPQ Aptitude Assessment that we deliver at Asher Strategies is an indispensable part of the selection and hiring process for any sales organization.... read more

CPQ – Craft Personality Questionnaire – The Original

Update 2017: The CPQ Assessment has been Replaced with the APQ Sales Assessment

The APQ Sales Assessment is the next generation in testing and assessing your team and potential hires. Designed to improve sales performance, coaching and turnover, this 81-question sales assessment saves time and money. ... read more

CPQ Sales Aptitude TEST – Not Really a “Test”

Update 2017: The CPQ Assessment has been Replaced with the APQ Sales Assessment

The APQ Sales Assessment is the next generation in testing and assessing your team and potential hires. Designed to improve sales performance, coaching and turnover, this 81-question sales assessment saves time and money. ... read more

Why Aptitude Assessment is Critical to Hiring Salespeople

I think it is fair to say that all of us in sales management or sales executive positions have made at least one hiring mistake in our careers.... read more

DISC Test is the #1 Seller — Is it Best for Hiring Your Salespeople?

Job aptitude testing has gained a strong foothold in the enterprise since the early 1970s, when tools such as the DISC Assessment became popular.... read more

Does HR Help You Hire Star Salespeople?

Training, tools and proper processes will help any sales team improve. Unfortunately, there is one major consideration that you have no control over—sales aptitude. Some people are simply better at sales than others are.... read more

Transform Your Sales Force and Your Business in 2014

Right about this time of year is when the New Year’s resolutions so earnestly made a few weeks ago start to fall apart, as old patterns kick back in. The best way to avoid this, short of a Herculean increase in willpower and discipline, is to enlist some outside help to keep you on track.... read more

Your Best Salespeople May NOT Work In Sales.

In my long career as a sales trainer, I have come across many best salespeople in diverse industries that shared a similar story: when they embarked upon the search for a career, sales was the last profession they considered. Many started in other jobs and simply “ended up in sales somehow,” often even outperforming  longtime veterans at their new firms.... read more

How Can a $115 Sales Aptitude Assessment Save You $150,000

Regular readers of this blog might wonder why we at Asher Strategies place so much emphasis on giving each and every member of a sales team, from executives on down, a sales aptitude assessment.  After all, most of us pride ourselves on being good judges of character, and a formal interview process should give us more than enough opportunity to gauge whether a prospective employee is a good fit.... read more

How to Find the Perfect Sales Consultant

A company is only as good as its people. Finding qualified candidates for your firm, especially ones which directly impact your bottom line, such as salespeople, can be laborious. While traditional methods such as headhunting and job advertising can provide plenty of leads when searching for new sales consultants, they are generally pricey and flood your recruiting lines with a lot of people who just aren’t good fits.... read more

4 Startling Facts Every Business Owner Should Know

Sometimes in business, we get tunnel vision in regards to what our real problems are and what solutions should be undertaken to fix them. I suspect it happens when business owners either fail to step back and look at the big picture, or when they dismiss the obvious cause of failure simply because “it cannot be that simple.”... read more

Can Shy People Become Sales Superstars?

It’s true that sales depend heavily on personal interaction. A common misconception which stems from this fact is this: only those who are naturally outspoken can make the big bucks in sales. However, the truth is that there are many different types of sales, and therefore different personality types can succeed as salespeople as long as they are placed in the right roles.... read more

Sales Aptitude Testing for Beginners

Sales aptitude testing is an indispensable part of sales improvement. According to Craft Systems, 50 percent of outside salespeople’s results are attributable to their natural talent for the job. This is a sobering statistic for sales trainers like myself, but the good news is that it allows us to build better teams through testing and identifying the roles employees are best suited for.... read more

Is Aptitude Testing the Quickest Way to Sales Improvement?

When trying to get quick results as a sales manager or executive in turning around a sinking ship, lots of solutions come to mind. There are training courses, hiring new people, motivational speeches, big marketing campaigns, and more.... read more

Understanding Personality Types in the Workplace: Part 2, “The Motivator”

This is the second part of a four-part series on understanding the different personality types in the workplace.... read more

Understanding Personality Types in the Workplace: Part 1, “The Driver”

In sales, understanding the different personality types in the workplace, and therefore of the buyers you will encounter, can help improve sales results. After all, if you can better relate to the people you are dealing with, you can probably sell them better, right?... read more

Build a Stellar Sales Force through Aptitude Testing

If you are a sales manager or executive seeking to totally transform your sales team and really launch your businesses “into the stratosphere,” pay attention, because I am going to tell you exactly how to do it.... read more

Put the Right People in the Right Sales Roles for Greater Success

Regular readers of this blog, as well as Asher Strategies’ clients, know that we take career assessment aptitude testing quite seriously. While training has a lot to do with sales success, it is nearly impossible to train someone who has little natural talent for the role they are in. They might make some improvement, but they will underperform and would probably be happier in another position.... read more

3 Surprising Facts about Salespeople

I consider that an education should last a lifetime, meaning you should never quit learning. Although I have been a sales trainer for a long time, I still consider myself very much a student, and relish finding new things to share with those interested in getting better results and making more money through improved sales techniques.... read more

Understanding the Four Personality Types

Once salespeople have been trained in the basics of a company’s formal sales process and product offerings, it might be tempting to simply let them out in the field and let them sink or swim. This, however, leads to tremendous waste due to the needless turnover of employees that might have turned into top producers with some continuing education in sales.... read more

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