Sales Testing

Written by Serena Berger
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Sales testing is different from most other forms of testing in that the best methods of implementing sales testing tend to be more intricate. Some methods may carry over from other forms of employment screening, however. For example, you may want to consider using convenient online testing to make sure that people in your sales department are knowledgeable about your product in order to ensure they would be able to answer any common questions clients could ask.

Sales Testing Methods

Beyond product knowledge, employees in sales positions also need to have strong interpersonal skills. It is a little more difficult to devise a written test to ascertain someone's level of so-called "people skills" than it is to find out if he knows what happens when you mix chemicals a and b. There are a number of personality screenings developed specifically for work environments, however, that you can administer to make sure someone has good instincts and good sense about customer relations.

Furthermore, employees in sales positions often have access to more cash than employees in other types of jobs. This means that you should take extra care to explore the honesty and integrity of candidates for these positions. Avoiding fraud and theft from the root of the problem is cheaper and typically more effective than any fancy security measures you could try.

Finally, the best method of sales testing is often the secret customer. This is also a great area in which to hire an outside firm who can provide you with secret shoppers, diners, or clients who are instructed to present your employee with certain problems or questions and report back on how they are handled without the employee ever having known that he or she was being tested. Making sure that you have skilled, knowledgeable, and personable individuals in sales positions can have a significant positive impact on your company's reputation and income, so you should consider searching for a consultant who can help you make sure your salespeople are the best they can be.


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