Does anyone know of a sales assessment tool (that is a 'how good a salesperson are you?' assessment) that works, reliably, across the european countries and is already translated into the major European languages?
Melanie Hollinshead
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For what use?
The best predictor is clearly past sales performance, however not all companies can access that data, especially if sales are collaborative or the playing field is not level (e.g. – whoever gets the London patch will find it hard to fail and but the one on the Outer Hebrides will need a miracle to succeed).
I’m working with several clients that are looking to use different psychometric indicators to accurately predict potential / future sales success. The process usually starts by looking at what type of sales happens (selling electricals in a Dixons very different to selling an air craft carrier for BAE). Then you’d want to see if the client can identify it’s top performers and if testing can isolate statistically significant traits. It often helps to have access to poor performers too.
Unfortunately the results indicate that different sales roles require different skills, so it’s not about finding the North Pole snow seller by quizzing his Eskimo customers and then headhunyting him from Snow Plc to sell whatever your business makes or provides. (That would be easy). It is FAR MORE effective to look at internal benchmarks than at what works for other companies.
I would also not assume that traits predicting success will mirror across all European countries. Buying motives and selling tactics are extremely cultural and vary from country to country. You may find common threads but may need to develop separate profiles.
If you want to discuss this in more detail drop me an e-mail: david.faik@getfeedback.net