A test for salespeople to assess the personality and key skills of good salespeople.

Defining the profile of the ideal salesperson is a critical step for successful hiring in sales departments. For more Reliability in your recruitment process, for each company, the profile must be reworked according to the product, the type of company, the sales culture...

What should a salesperson recruitment test be able to assess?

A recruitment test for sales representatives to assess their capacity for analysis and synthesis in order to measure their ability to understand the customer's needs and to synthesise them:
For the salesperson, it is the willingness to approach situations in a methodical way. The sales representative takes the time to listen and reflect before expressing his point of view. They try to gather as much information as possible, compare and analyse it, with the necessary hindsight before making proposals to the person they are dealing with. It is a certain way of knowing how to be in tune with the other person in order to speak the same language based on rationally integrated information.

A sales recruitment test to assess theability to manage stress:
It is their ability to handle stressful situations. Changes of pace, programmes, work instructions, obligation to meet deadlines, to respect objectives. This criterion also measures the ability to cope with stress-generating environmental factors: overactivity, agitation, physical constraints. The person knows how to take care of themselves, manage their time and priorities without being overwhelmed or showing their difficulties.

A recruitment test for sales representatives to measure theeur efficiency and their sense of results:
This criterion measures the tendency to value action over reflection, to produce useful results, to be "operational". The salesperson values and seeks immediate results. In the longer term, this criterion measures the willingness to see the time paid for. Every effort must give rise to a proportionate result. The salesperson does not like idle time, endless discussions, and long decision-making. He needs a return on investment, even if it means sometimes shoving his colleagues around.

A sales recruitment test to assess theeur capacity for persuasion and negotiation :
Here it is their ability to stimulate the other person's adherence through good argumentation as well as through their capacity for empathy. The salesperson knows how to listen to his or her interlocutor in order to understand his or her wishes, obstacles and expectations, so as to be able to better respond to what he or she is able to offer. This criterion therefore measures the ability to create a climate conducive to dialogue but without deviating from or abandoning the commercial objective at stake. The person knows how to keep control of the situation while remaining diplomatic and available.

A sales recruitment test to assess theeur pedagogical capacity :
It is the ability to pass on to others what one knows about oneself, product information or services that are offered. Explaining how a product or service works, giving information that is not apparent or not easily accessible, looking for the best examples to get the message across. More than the didactic capacity itself, it is the pleasure of transmitting knowledge by adapting to the level of understanding of the interlocutor, by listening to him/her with availability and patience in order to make sure that he/she has understood at all times.

A sales recruitment test to assess theease of contact :
Their ease of contact and their ability to make good contacts easily, to make themselves sympathetic in the eyes of the interlocutors. This translates into a certain ease in the way of speaking, the habit of spontaneously going to the front of others. It is the concern to give a good self-image but also to take an interest in others through a dialogue where everyone can express themselves. Be careful, this should not be a sign of a lack of self-confidence or a taste for too superficial contacts.

A recruitment test for sales representatives to measure theeur listening skills :
Either their ability to take an interest, to concentrate on what others say. Ability to integrate their motivations, their wishes, their hesitations. The criterion measures the availability to the other. Availability for what is said, but also attention at all times to the climate, to the context of the exchange itself. It is a question of knowing how to let the interlocutor speak, how to reformulate, specify, express what has not been said. Check that you have understood what he or she has said in the terms in which he or she said it. Listening, but without overflowing the other person's space, without imposing our own judgements and choices in return.

A sales recruitment test to assess theability to speak in public :
The aim here is to evaluate the taste for expressing oneself in front of an audience, the ability to speak with ease in the various circumstances of life. More than oratory qualities, this criterion measures the ability to communicate orally without experiencing any particular discomfort or stage fright. It thus measures the sense of improvisation, the spirit of repartee, the pleasure of using language to share ideas, to convince, to seduce. Talking in all circumstances is more like a game, a pleasant moment, than a constraint.

A sales recruitment test to assess thee capacity to take initiatives :
It is their ability to make the first of the quick decisions. On the one hand, it is the ability to act in unexpected situations. Faced with a problem, a temporary difficulty, the salesperson reacts and does his utmost to find a solution. On the other hand, this criterion measures the capacity for autonomy. The salesperson does not wait for things to happen, but goes ahead of events. This requires the ability to project himself into the future to stay one step ahead, to anticipate, to propose ideas and solutions.

A sales recruitment test to assess theeur resistance to failure :
It is their ability not to become discouraged and to persevere after failure. This criterion indicates assertiveness, the willingness to move forward and to surpass oneself. Faced with difficulties, the salesperson strives to be positive and to bounce back. However, coupled with a strong "Will", the criterion can be a sign of rigidity and stubbornness. It should also be put into perspective with "Ability to listen", "Adaptability", "Ease of contact", in order to see if the salesperson is really able to step back and show flexibility.

A recruitment test for sales representatives to measure thee sense of competition :
Either their taste for performance, as much for themselves as through healthy competition with colleagues. It is the will to go beyond the assigned work by trying to surpass oneself in order to give the best and make one's service benefit from it. The salesperson is aware of his place and his share of responsibility in the good health of the company. The salesperson is not satisfied with routine and needs to confront himself with others and his own results in order for things to progress.

A sales recruitment test to assess thetheir ability to control themselves:
which mainly involves the ability to maintain self-control in face-to-face situations where friction is possible. The seller strives to control his affects and his words so as not to give in to overbidding. Faced with recriminations, discontent and criticism, the sales assistant knows how to keep his place as a professional who carries the company's image, by putting aside his feelings.

A recruitment test for sales representatives to measure thetheir will and perseverance :
It is about wanting to move forward, setting goals and sticking with them until they are achieved. It shows a tenacious, tenacious temperament that does not let itself be discouraged by its mission. Obstacles can even be additional motivators at times. It is a mobilisation of energy in the long term, regularity, with a medium and long term vision. Beware, however, too much willpower and perseverance can be a sign of stubbornness.

The ability of salespeople to update their knowledge:
Who measures their taste for keeping up to date, keeping up to date with the latest news, in order to best meet and anticipate customer expectations. The person willingly accepts the training courses offered, the refresher courses; a fortiori, they do not hesitate to go on their own to look for information, before it is offered to them. It is the ability to not get stuck in routine knowledge but to always be one step ahead.

A sales recruitment test to assess thetheir adaptability and flexibility :
It is in the sales force that they are flexible in adapting to the unexpected and to changes in work. Whether it's a question of changes in schedules, methods, products, etc., or geographical mobility, the person responds. Aware of the needs of the company and its operating contingencies, they know how to set aside their work habits to best meet the expectations of their hierarchy and customers.

There is a other personality test for commercials more detailed than this one and one can also use a test on intellectual skills and abilities.