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How Psychometrics Can Give You A Winning Sales Team


Talk to most sales managers and they’ll agree that there are certain personality traits that are typically associated with successful salespeople. Granted these traits do vary among different sales roles and industries (i.e. outsides sales vs. inside sales, industries with short sales cycles vs. long sales cycles, etc.) However, understanding what traits typically lead to success allows organizations to screen candidates ahead of time to better predict a good fit.


It’s important to know that not all psychometrics tests are created equal. There are a number of websites claiming to have great personality tests that will accurately predict the success of a salesperson. These claims are not always true. In order for a test to be successful, they need to exhibit three basic factors:


1. Reliability

How well does the test stand up over time? In other words, will a candidate receive the same results in a month as they will today? The answer should be yes.


2. Standardization

A test should be able to accurately reflect the attitudes or qualities across all gender and ethnicity groups. There should not be a bias for one particular group.


3. Validity

This means the test has been proven to measure the qualities it states and has evidence to back up these claims. If a test is not scientifically validated, using it for hiring purposes could put your organization at risk for lawsuits.


So what are the benefits of using psychometrics testing to build your sales team?


Place the right person in the right role

Psychometrics testing has the benefit of helping you find the right person for your sales role and avoid potentially problematic hires. For example, if you have a candidate for an outside sales role who doesn’t do well in fast-paced situations or doesn’t handle ambiguity in their role well, they probably aren’t the right person.


Better on-board training

A quality psychometrics test provides valuable insight even after the hiring process. Once your salesperson has joined the team, you can use their results to target your training to meet their specific needs. Understanding their personality also helps you gauge their interest in certain projects allowing you to assign them to the most appropriate team.


Build stronger sales teams

When you have the right people on your sales team, it not only contributes to individual success, but to team success as well. When you know the strengths, weaknesses, and interests of an individual you can determine the best teammates to pair them up with to enhance their chances for success.


The cost of leaving your hiring to chance is too great for your organization. One bad hire takes a toll on a company’s bottom line. According to the U.S. Department of Labor, the price of a bad hire is at least 30 percent of the employee's first-year earnings. For a small company, a five-figure investment in the wrong person is a threat to the business.


Contact Center for Victory today to see how we can help you build a winning sales team.

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