Select SalesPro Manager
The importance of choosing the right sales managers cannot be overstated. The success of your sales team, and ultimately your organization, is directly tied to the managers that lead them. An effective leader will coach, guide and support the sales team, resulting in higher revenue figures and motivated sales people.
All too often, organizations will take their best sales people and promote them to sales leadership roles. After investing considerable time and expense, many find that these individuals actually struggle in this capacity and fail to be effective managers.
In fact, many of the traits and characteristics that made them good sales people are what make them ill-suited for a management position. So, in addition to gaining a poor sales manager, they've also lost their best sales person.
When filling this key management role, you must first identify the predominant sales style and leadership characteristics necessary for individuals to be successful within your organization. Only then will you be able to evaluate candidates based on factors that will truly impact job performance.
The Select SalesPro Manager sales manager assessment goes beyond other assessments by creating a complete and descriptive profile of the candidate. Select SalesPro Manager ensures that employers choose the right types of individuals for each of their sales management positions by evaluating candidates according to the following four criteria:
Leadership Style
Using validated and targeted questions, Select SalesPro Manager analyzes a candidate's leadership capabilities and style. The assessment gives a good understanding of the type of leadership style the candidate possesses. Is your organization People or Results oriented – or both? Knowing how the candidate is likely to approach leading the sales team enables hiring managers to determine how well the candidate will fit the target position and organization.
Sales Style
It's essential that organizations fill their sales team with individuals who possess the right style. Select SalesPro Manager determines whether individuals are better suited at organizations that focus on Product or Solution sales. Do they tend to be more Intuitive – relying on instincts and their ability to read people? Or are they Analytical – methodical thinkers who use information and data to make a sale?
Sales Competencies
Select SalesPro Manager measures specific competencies necessary for success in sales management positions, including a candidate's ability to:
- Motivate, Coach and Develop Others
- Read People
- Take Accountability for Results
- Interpret Sales Information
Sales Drivers
The final element is the sales driver - what motivates an individual to want to be successful? How much of the person is driven by the desire to make money, gain recognition, or achievement? Based on your sales structure and company culture, you can determine who would be a good fit in your organization based on each person's pattern of motivators.
Select SalesPro Manager guides candidates through the process with detailed, on-screen instructions. This online test allows candidates to complete the assessment remotely from home, saving your company the time, money and resources of interviewing applicants who aren't a good fit for the position.
Be sure that you're appointing the right individual(s) in your company's vital sales management role. Use this assessment to help you determine which candidates possess the proper sales and leadership styles, competencies and motivation to succeed within your organization.
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