Build a Stellar Sales Force through Aptitude Testing

June 21, 2013


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.

The first thing is to stop making or accepting excuses for why it can’t be done. It’s not the economy, or the competition, or the weather that is to blame for sluggish sales for the most part — it’s failing to have the proper team in place that is trained to sell and make things go right despite external factors.

So, how do you build this team?

1. Test every single customer facing person

The assessment that you administer is the Craft Personality Questionnaire (CPQ). The CPQ consists of 75 questions which measure the eight basic personality traits. These scores are compared with the ideal ranges for success based on certain positions, such as outside salesperson, inside salesperson, customer service representative, etc. In fact, it tests for about 30 different sales jobs.

Here is why I believe so strongly in this assessment: if the person answers honestly, it paints a near-perfect picture of his natural aptitude, penetrating through any PR spin or opinion from the person or co-workers.

We have made aptitude testing with the CPQ available to you 24 hours a day, 7 days per week online. We offer discounts for multiple assessments.

2. Adjust roles based on the results

Some tough choices might have to be made here, and a few might not be happy with being moved, but putting people into roles they are naturally “wired” to succeed in simply makes sense. Keeping people in jobs that aptitude testing reveals they won’t do well in is cruel to them and harmful to your company.

Put all new candidates for hire through testing as well.

A note of caution: if someone is happy and succeeding at their job, as proven by actual statistics and results, you don’t move them, even if the test suggests you should! You never take apart something that is working well…you reinforce it.

3. Train everyone for their new roles

Follow this up with training geared towards their new roles, including some sales training and executive coaching as appropriate, while you also formalize your company’s sales processes and new business capture methods.

Now step back and watch what you have created:

  • Every sales employee put in a role they are actually capable of succeeding in, thanks to aptitude testing…
  • …who are then made into a superior sales force and management team through training…
  • …that work within a formal new business capture and sales process framework designed for maximum conversion and efficiency.

Combined with some sound strategic planning from the top, it’s hard to see how a team like this could lose.

Want to know more? Contact us today, we’d be glad to discuss how this can all be put to work at your firm for immediate results — it doesn’t take months.