So you bit the bullet and bought a marketing database, hired telemarketers, got good leads and now you are ready to go close some sales. Before you send the salespeople out you need to think about a few things:
Do you want to close on the first call?
If you do you will need a salesperson that can seal the deal quick. You need someone who has little patience, very aggressive, very persuasive, good time management skills and a lot of self-confidence.
Our benchmark #17 would be the perfect candidate. This is not a technical type sale or a presentation type sale but more of “you need this buy it today” sale. Hire anyone else and you both lose.
Will you have to give a presentation? Make a couple of calls?
You will need a salesperson that has patience, good detail traits, analytical, persuasive and again, a lot of self-confidence. Our benchmark #19 would be the perfect candidate for this type of sale. This is the technical type sale or a presentation type sale that needs feedback, revision and a few sales calls to close.
Are you going to be selling the CEO, board of directors?
You will need a superstar. Someone whom is not afraid to talk to top management and can talk their language. You need someone who has been around the block a few times and is very persuasive, aggressive, has medium patience levels, is analytical and has good time management skills. Our #20 benchmark would be the perfect candidate for this type of sale. This type of sale is a combination of the above two type sales with high pressure.
If you have tested your salespeople with our personality profile you will know their personality types and character and talent traits. If you tested your salespeople with our sales aptitude test you will know their skill level. Both are very important reports for your sales success.
If you send out the wrong type salesperson on that call you stand to lose the account/sale and getting back in the door is almost impossible. Not only do you lose the sale but you also lose your money invested in getting the lead. Your salesperson will lose confidence and morale and may lead other salespeople to start thinking it’s not worth it.
With our system you will know your salespeople, how well they sell, what they can sell and whom to sell.
Isn't it time you knew who you are sending out on that sales call?
Sales Test Levels using our testing system
There are 5 possible levels to reach. Each level is determined by skill, knowledge, experience and ability of the candidate. The sales test makes Level 5, the highest level, the most difficult to achieve.
LEVEL 1: This level has determined lack of sales skills, knowledge, experience and ability. The applicant has little or no background in sales. You would need to thoroughly train this person to even start them in a low level type sales position.
LEVEL 2: This level has determined little sales experience, knowledge, skill and ability. You would need to provide training to place this applicant in any type sales position other than low level retail type sales.
LEVEL 3: This level has determined an average salesperson that has worked in sales and shows average experience, skill, knowledge and abilities in sales. This is not a superstar by any means, but may work out in a low level sales position. They would need further training to do high ticket or aggressive type sales.
LEVEL 4: This level is where most good salespeople fall into. This level has determined the sales person to have extensive knowledge, skill, ability and experience. You can be confident to place this applicant in the sales arena and expect performance.
LEVEL 5: This level is most difficult to achieve and determines excellence in all aspects of sales. Most people who achieve this level have had high level positions in areas of management or have owned their own business and had to perform. This level determines extensive knowledge, skill, ability and overall, many years of experience in all aspects of sales.