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ASSESSMENTS
COMPARED
Assessments can help you conduct an EEOC
compliant interviewing process and the right test serves as a safety net.
Assessments are
available in several varieties. Most of them accurately report their findings but are
better suited for general employment testing rather than specific sales testing. We have
described the various tests and their virtues in this table. Warning:
There are many new, unproven assessments that claim to be sales
assessments, "the best", or other superlatives. We pioneered this
industry in 1989 and have continued to enhance and improve our offerings.
Don't settle for claims. Look at the history. We have assessed
300,000 salespeople and evaluated more than 8,000 sales forces since 1990.
Our accuracy is legendary. Our insights are unique.
Psychological Test
|
This test shows the complete
psychological make-up of the candidate. It is useful for determining whether the
individual is emotionally stable. However, that does not have an impact on whether the
candidate will sell. |
Personality Test |
This test can tell you how the
individual fits in with the rest of your organization or culture. A warm, outgoing,
extroverted, amiable, social and friendly type of personality is considered ideal. While
these people will undoubtedly make friends and develop a relationship, that does not
necessarily translate into making sales. In recent months, the legality of a
personality test in a skill specific job has been challenged, making the use of this test
for sales candidates a legal risk as well. |
Behavioral Styles
Test |
This test can point out your
candidate’s attention to detail, follow up, timeliness and organizational ability.
While it won’t tell you who will succeed, it may help you to manage this
candidate more effectively. |
Aptitude Test |
This test is often included as a part
of the other tests. While this tool is usually sales specific, it only measures a
candidate’s knowledge of sales, failing to indicate whether the individual will
actually execute what they know. |
Dave Kurlan Sales Force
Profile
Candidate Screening
EEOC Compliance
Up-To Date Predictive Validity
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This
powerful tool requires no administration, is easy to
understand and does not require you to draw conclusions. In
addition to a bold hiring recommendation, this powerful tool accurately predicts sales success in your specific
business. A unique sliding scale toughens the hiring criteria as the projected income for
the position is increased. Interview tips are provided along
with conditions for hiring. |
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