How to Pass Sales Assessment Testing for Your Next Sales Role
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Strong interview skills aren’t always enough to secure a sales position. Most organizations not only want to see that you’re a good fit for the team, but they also want proof that you have the sales skills to succeed. That’s where sales assessment testing comes in—but what is a sales assessment test?
Sales assessment tests, sometimes referred to as sales aptitude tests, are a way for companies to gauge a candidate’s overall sales skills, personality, real-world reasoning, and more. The questions on these tests vary drastically based on an organization’s industry and vision.
We’ll cover the different types of questions you’ll likely find and how you can go into the sales assessment testing prepared.
What are the different types of sales assessment testing?
There’s a wide variety of sales job assessment tests that companies will use to evaluate their candidates. Sales assessment testing methods range from gauging an applicant’s numerical reasoning to their ability to establish a meaningful relationship with their customers.
If you’re taking a sales assessment test as part of your interview for a sales role, it’s important to be prepared for the different types of questions you may be asked. Let’s go over the most common sales assessment tests.
Personality tests
Organizations perform sales personality tests to determine how likely you are to fit in with the role, team, and company as a whole. A salesperson’s personality is linked to how well they can interact with cold and warm leads and ultimately close the deal—this is why personality tests are one of the most common sales assessment tests in the sales environment.
Most companies customize their sales personality tests, meaning that it can be challenging to prepare for them beforehand. Unlike many aptitude tests, there aren’t necessarily right and wrong answers, but there are ones that hiring managers will look for to determine if you share the same values as the organization.
While taking a sales personality test, it’s important to take your time, read each question thoroughly, and answer honestly.
Situational judgment tests
Situational judgment tests can be one of the most difficult sales assessment tests for candidates. And for many companies, it’s the most important one. These tests will present potential hires with challenges and problems that they’re likely to face while working in sales to see how they respond in a real-world situation.
The purpose of this test is to give the company an idea of how you work, your strengths, and your weaknesses.
Like personality tests, honesty is crucial as there are no right or wrong answers. However, it’s important to keep in mind which skills and competencies the employer wants to see you demonstrate in your responses.
Numerical reasoning tests
Basic math skills are a necessity for salespeople, and many companies use numerical reasoning tests to assess those skills. Most likely, they’ll show you graphs, tables, charts, etc., and ask you to analyze them to answer the questions that will follow.
If you’re preparing for sales assessment testing, it’s essential to brush up on these skills beforehand. Employers are looking for correct, confident answers, and these tests are almost always timed—you’ll be graded not only on your accuracy but your speed as well.
Error checking tests
One highly prized trait that companies look for in salespeople is attention to detail. This type of sales assessment testing does exactly what it sounds like. It tests your ability to find and correct errors.
In a typical error checking test, you’ll compare sets of data and answer questions related to the information the employer provides. You’ll be asked to identify any mistakes and correct them.
Sounds easy, right? Well, here’s the catch: You’ll have a strict time frame, and the length of time it takes you to finish the test will impact your overall score.
Verbal reasoning tests
Communication skills are essential in sales. Employers use verbal reasoning sales assessment tests to determine those skills and decide if you have what it takes to close the deal. Typically, you’ll receive a passage of text to read, and then the assessor will question you on the provided subject matter.
During this stage, you’ll usually answer the questions with “true,” “false,” or “N/A.” To pass, it’s important to focus on the reading material and pick out the key pieces of information so that you can answer the questions quickly and correctly.
20 Sample Sales Assessment Test Questions
- What does the term “ABC” stand for in sales?
- How would you handle a customer who is hesitant to make a purchase?
- Describe the steps you would take to qualify a lead.
- What strategies would you use to build rapport with a potential customer?
- Explain the concept of upselling and cross-selling.
- How would you handle objections from a customer during a sales call?
- Give an example of a successful sales pitch you have delivered in the past.
- How do you prioritize your sales activities to maximize results?
- What techniques do you use to identify customer needs and pain points?
- Describe your approach to negotiating and closing a sale.
- How do you handle rejection or failure in sales?
- Explain the importance of maintaining a sales pipeline.
- How would you build and maintain long-term relationships with clients?
- Give an example of a time when you exceeded your sales targets.
- Describe your experience with using sales CRM software or tools.
- How do you stay updated on industry trends and competitor activities?
- Give an example of a challenging sales situation you faced and how you resolved it.
- Describe a time when you collaborated with a team to achieve a sales goal.
- How do you handle time management and prioritize your sales activities?
- Explain the difference between features and benefits in a sales context.
How to pass a sales assessment test
While every sales assessment test you take will be slightly different, they typically consist of a combination of the types of tests listed above. Here’s how you can go into your test fully prepared.
Research the company
An organization’s sales assessment test will consist of questions tailored specifically for its business operations, industry, and scale. Interviewing for a sales position at a SaaS company is fundamentally different from interviewing for a role focused on selling physical products.
While preparing yourself to take the sales assessment test, familiarize yourself with the organization, industry, and vision. You should also have a thorough understanding of the current industry trends. Understanding the company culture of the business you’re applying to can give you a better idea of what to expect from the sales skills assessment test and give you the ability to provide thoughtful, detailed answers.
Be honest
The sales personality assessment is one of the most important tests that employers look at. It helps them determine if you’ll fit into the current team dynamic. While it’s tempting to answer the questions based on what you believe the organization wants to hear, it’s harmful to everyone involved.
There’s a good reason why companies value the personality test: Fitting in with the corporate culture and day-to-day operations is just as important as sales skills. By being deceitful, you might end up working in a sales organization that’s not a good fit for you. You want the organization to hire you, not an artificial version that might not actually be suited for the role.
Practice
While you can’t practice for the personality portion of a sales assessment test, you can practice for other important parts. Sales roleplaying is an excellent way to boost your confidence and practical skills. You can easily do this by asking a friend or family member to play the role of a customer and give feedback on your selling skills. Bonus points if you can get someone you know in the sales industry to help.
While it can be a challenge to replicate a real-world selling scenario in your living room, it’s a great way to sharpen your sales skill set and prepare for sales assessment testing.
Get ready for sales assessment testing
The thought of taking a sales assessment test can be nerve-racking and overwhelming, but it doesn’t have to be. If you learn about the company, answer the questions honestly, and practice beforehand, you’ll be in an excellent position to ace your test.
Want to boost your sales skill even more? Check out Mailshake’s free Cold Email Masterclass and learn how to master the art of cold email outreach!
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