The Fit-4 Sales Skills Test Performance Assessment
Fit-4 – a rigorous and in-depth, on-line test environment, designed specifically to assess sales people’s current performance capability and growth potential for specific sales roles.
- Shows their performance capabilities compared directly to those of a High Performer in the same role.
- Shows clearly and accurately who can actually deliver in a specific role today; who has the potential to deliver, given appropriate development; and what those development needs are – in detail.
- Is unique in providing levels of accuracy and detail in the assessment reports approaching those available from a full blown assessment centre; yet is able to be completed by sales people out of peak selling time; in bite sized chunks; taking typically less than 2.5 hours in total.
- Requires no set-up; no pre-design work; and no consultants to interpret the results.
- Delivers a Personal Development Plan straight ‘out of the box’; with full team development and analysis reports available for just a small extra cost.
Each Fit-4 report is generated by the candidate completing a total of 5 on-line assessment tests, 2 of which are timed, 3 of which can be completed as and when convenient. The five assessments vary by type and level, according to the role being reviewed. Sample screen shots can be seen below and, although these are not representative of any specific role, they do offer an insight into the type of assessments deployed.
The assessment suite comprises the following:
Critical Reasoning:
All roles comprise two SHL critical reasoning tests, although the type and level of test will vary according to role. Shown here are two sample critical reasoning questions from the Numerical and Verbal critical reasoning series. Critical reasoning determines raw ability to perform a role.
Please note: if you are going to be taking a test, your questions may be a different type of critical reasoning test; or from a different series. These are shown for example purposes only.
Numerical critical reasoning example (click thumbnail for larger view):
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Verbal critical reasoning example (click thumbnail for larger view):
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Behavior:
All roles are assessed using SHL’s OPQ32i personality questionnaire. From the results of this test, the behaviors most closely aligned to the specific sales role being assessed are analyzed. Although the instrument used is the same for all roles, the output is aligned specifically role by role, showing only the key behaviors relevant to that role. Behavioral preference determines comfort in performing a role.
OPQ32i example question (click thumbnail for larger view):
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Motivation:
Motivation drives desire to perform. Here SHL’s Motivation Questionnaire is used to identify what drives an individual’s desire to perform. Desire drives results.
MQ example question (click thumbnail for larger view):
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Knowledge:
Knowledge is about whether an individual has the optimal functional skills to be a top performer. Here SalesAssessment.com’s own Functional Skills Analysis instrument is used to compare the capability of an individual to a global top performer for the role being assessed. Capability determines how well an individual can perform a role.
Skills sample question (click thumbnail for larger view):
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