Sales Talent Assessment – the essential online sales assessment tool
Having the right people in the right roles is the key to successful talent management in any sales organization – along with the ability to identify individuals’ precise development needs and an understanding of what motivates them to perform.
The Sales Talent Assessment is a robust and highly accurate online assessment tool that puts you firmly in control of the talent management process by comparing the capabilities and attributes of your current sales people – or prospective new hires – with those of a global High-Performer for the same role.
67% sales productivity gap
This opens the door to an entirely new level of sales performance, with our clients reporting the difference between their average-performers and a High-Performer as exceeding even McKinsey & Co’s published figure of a 67% sales productivity gap between an average and a top performer*.
Not only does the Sales Talent Assessment tell you whether any individual can do the job required, it also explains at what level they can fulfill that role. Highly accurate and objective, Sales Talent Assessment is independent of age, gender and ethnicity, so it truly helps our clients understand ‘what good looks like’ for a wide range of defined sales roles.
By using Sales Talent Assessment to help select suitable new hires or assess candidates for promotion, employers are presented with a selection of suitable applicants, narrowing the choice down to a question of organizational fit and industry knowledge. And industry knowledge need not be a limiting factor either: by highlighting those factors that drive sales performance entirely independently of industry sector, the Sales Talent Assessment ensures employers are not limited to any specific industry talent pool.
Presenting the results in the form of clear graphical and narrative reports, Sales Talent Assessment provides line managers with detailed analysis of how a person is predicted to perform in any given sales role. The reports are easy to interpret yet contain a wealth of diagnostic detail, allowing managers to drill down into the key factors that underpin an individual’s performance potential, as part of the development planning or interview process.
By measuring an individual’s suitability for a specific sales role and their potential to develop within that role, Sales Talent Assessment presents numerous applications for optimizing the talent within your sales organization, including: hiring the right talent, assessing suitability for promotion, predicting future performance, sales force reorganization, identifying development needs, and skills gap analysis.
Click to see how our clients are using Sales Talent Assessment.
*McKinsey’s ‘War for Talent 2000’ survey of 410 corporate officers at 35 large US companies.
