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The Importance of Aptitude testing in Sales

THE IMPORTANCE OF APTITUDE TESTING IN SALES APTITUDE TEST DISC S CPQ Sales people provide the revenue for growth and are the lifeblood of the organization. It is essential that you get deep insight into a candidate's sales aptitude before you hire them. In most companies, 35% of the sales force Cost of hiring the wrong b-to-b outside sales person" averages $150,000 50% of sales Over 80% of Fortune success attributed to 500 companies now use some form of testing in their hiring process. does not have the basic aptitude aptitude to deliver acceptable results. 50% 80% $150,000 35% CPQ Assessment measures Sales Aptitude on a 50 point scale. A score above 40 means the person has the aptitude to be an Elite salesperson 4% of 25 million B2B sales people in The TOP 4% of sales people sell 94% of the country's goods and services. the USA means there are 1 Million SUPER SALES PEOPLE in the country. 24% Sales Managers said a bad 69% of companies said they had hiring mistake cost them more than been hurt by a bad hire. $50,000. In most industries, APTITUDE for sales accounts for 50% of sales success. The other four things are : Product Knowledge Motivation Sales Skills Company Sales Processes Let's explore how the DISC Assessment works, and compare it to an alternative test: the CPQ - Craft Personality Questionnaire DISC Aptitude Assessment The theory behind this test dates back to 1928 with the D ominance -...---- pioneering work of Dr. William Marston, who | nducement (also, Inspiring) -- developed a model that divided human behavior into S ubmission (also, Supportive) ยท Four main Personality Profiles (DISC) C ompliance (also, Cautious) - Why is the CPQ the Best Choice? DISC just doesn't get specific enough when it comes to sales jobs. A few other issues: The CPQ test results are Vendors sell highly customized DISC easy to understand without psychobabble. assessments. Only the CPQ has been thoroughly vetted for accuracy and non-discriminatory language. Only the CPQ has actual large scale studies ( determining correlation between test results and perfomance in the sales profession. Craft Personality Questionnaire (CPQ) Only the CPQ has scientifically proven results for predictable results for the sales profession. The eight personality traits used by the CPQ are: Goal Orientation Social Confidence Detail Orientation Need to Nurture Need for Control Social Drive Good Impression Skepticism Other advantages of the CPQ: > Consistent, predictable results. You can compare candidates confidently because everyone takes the same test. > CPQ-reports are thorough and easily understood by the layperson. > High correlation to performance thanks to real world studies done to test its validity. > Legally defensible as a selection tool under the Equal Employment Opportunity Commission's Uniform Guidelines CPQ is the best sales aptitude assessment test out there, and we invite you to give it a try. Contact us today to get started. www.AsherStrategies.com (866) 732-0363

The Importance of Aptitude testing in Sales

shared by garyjohnson120 on Mar 03
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Sales people provide the revenue for growth and are the lifeblood of the organization. It is essential that you get deep insight into candidate's sales aptitude before you hire them. Only Craft Per...

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