November 3, 2015

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.

One tool every sales organization should use to find the best qualified candidates possible is a sales manager hiring test.

This post will explain why.

Dream manager

 A successful sales manager possesses the right blend of sales and people skills. They are confident and generally friendly, and can lead a team of salespeople towards greater and greater success. Repeat business and growth are inevitable, and junior staff members are generally quite happy.

The truly exceptional manager is able to do all of the above, while also excelling in their own personal production.  They have their own satisfied customers while keeping happy employees, building overall revenue, and being flexible with their job roles as needed.

Several qualities stand out when choosing the perfect manager to run your operations. Many skills might be learned by thorough training. However, if a job candidate has a natural aptitude to manage, the training is more apt to “stick.” The specific personality qualities an individual possesses might not be apparent from looking at a resume or during an interview. Examples of these qualities include:

  • Ego Drive
  • Motivation
  • Goal Orientation
  • Empathy

How to test for a quality manager

 Aptitude tests have been used for years to predict work ethic, and the results have been extremely accurate when the test used is a quality one. A sales manager hiring test that is relatively inexpensive and may save you thousands of dollars lost to faulty management can be found on our website.  It is suitable for positions ranging from sales people to sales managers to customer service representatives. It is called the Craft Personality Questionnaire (CPQ) and is comprised of 75 multiple-choice questions that help decipher personality and performance related to specific job roles.

After thousands of correlation studies, the CPQ has shown positive performance increases and is used by numerous companies that have partnered with us to solve their sales force issues. The reason it is so effective is that it was designed specifically for sales jobs, rather than be a catch-all type of test. Its laser-focus sets it apart from other solutions such as the DISC Assessment Profiles.

Transform your sales department into a revenue-generating machine

It’s easy to be fooled by a sales manager candidate who drives the “right” car and wears a nice watch and suit, but you do not have to be fooled any longer.  Incorporate the CPQ into your hiring process to discover the real factors which make your applicants tick and you will:

  • Reduce the number of interviews you need to perform
  • Reduce turnover of existing staff
  • Increase productivity
  • Save money on recruitment
  • Close more sales

For more information, or to schedule a conference call to discuss integrating the CPQ into your current operations, please visit our contact page. We are just a phone call away.