Hiring a good salesperson has always been a challenge for recruiters across the nation. According to Harvard Business Review, hiring a wrong person account for almost 80% of all turnover rates in the business. Making a mistake in hiring can cost a lot to the organization. This can be avoided by integrating a sales aptitude test before hiring any candidate for the sales profile.
Sales aptitude test is a tool which helps the recruiter to objectively identify and recruit the salesperson which has the potential for success in the field of sales. It saves time and money and expedites the hiring process. It also makes the hiring process more efficient and reduces the cost of hiring the wrong person.
Ultimately it helps in reducing the turnover. If any candidate is hired after getting a good score on sales aptitude test, that candidate will help in increasing the sales as the sales team will be full of high-potential salespeople. If the team has good salespeople, mentoring them will be effective and will help them become high-drive salespeople. On the other hand, the recruiter can ask specific behavioral questions based on the scores of the candidate. This will help the recruiter to understand the candidate’s personality in a deeper manner.
A sales aptitude test should measure both teachable and non-teachable sales skills. Teachable skills like building and maintaining relationship skill, confidence, persuading skills. Non-teachable skills like the need for achievement, competitiveness, and optimism. Candidates who possess these traits can be a great potential for sales success. They can perform well shortly after being hired and will maintain the performance.
According to studies, the turnover rates in sales is 27% which is nearly twice as high as overall job force. Companies spend a lot on training salespeople and expect a good return on investment but still do not get the expected results. The solution to this can be hiring the candidates who already have the potential for sales and can do well in this field. This will reduce the investment in training and the turnover will also reduce.
Having the knowledge that the candidates have the traits needed to succeed before onboarding them will give some satisfaction to the hiring managers also. Also, the organizations will be at lower risk of an investment loss into hiring a candidate. Aptitude test also helps in finding the candidates who have good potential but no experience. Usually, companies do not hire people who have no experience and due to this a lot of potential go unidentified.
But sales aptitude test will give a clear picture of the potential and skills of the candidate and if there is good potential, the company can hire that candidate. This will generate mutual benefits i.e. benefit for the company as well as for the candidate.
Candidates can take the sales aptitude test before applying for the job. This will give an insight into their current skill. Based on the results, they can improve and then apply for the position and that will increase their chances of selection.