Sales assessment: what and how to measure for success

A Sales Assessment will help to achieve basically three objectives:

• Increase results
• Improve the performance of sales people
• Retain the best people by providing a tool to spot talent

Therefore, the first point when designing a commercial assessment is to be clear about what we want to measure and how we are going to do it, analysing 5 main aspects:

• People’s skills, attitudes and motivations
• Their knowledge and skills

Next we need to focus on how we measure these 5 aspects. In the Overlap Assessment model we follow the following steps to achieve this detailed measurement:

1. One to one interviews
2. Personality test
3. Critical incident interviews
4. Accompaniment
5. Final report