Recruiting and retaining the best sales staff is crucial for a business, and employers are constantly looking for ways of improving their selection techniques.
Selection tests are now widely used and increasingly sophisticated — many of which are available online. Tests will vary with different types of job and levels of seniority, but anyone looking to develop their sales career can expect to come up against some form of ability or personality testing.
Sales people need to be both numerate and great communicators, so don't be surprised if, having submitted your application form or CV, you are invited to sit online numerical and verbal reasoning tests.
You may also be asked to fill in a motivational questionnaire to assess whether your attitudes to work fit the business. These tests have often been custom built for the company by business psychologists who have tracked the personality types of high performers in the firm. Recruiters will be looking to match you against this profile and it is in your interest to answer these questions honestly. Keep in mind, if you don't fit the bill, it is likely that the job and the business are not right for you either.
Finally, if you make it through to interview, you could find yourself facing more selection techniques such as role plays or presentations. The more senior the job, the more stringent the selection process is likely to be.
How to prepare
It's pretty hard to cheat in online psychometric tests. Verbal and numerical reasoning tests usually have to be completed at one sitting and within a given time frame. They are also refreshed frequently to prevent jobseekers getting a sneak preview from their friends.
Maximise your performance by being prepared.
- Find out what type of tests you will have to sit and when. Ask recruiters what impact each test will have on the final selection.
- Request sample questions. This is especially important for verbal and numerical reasoning tests.
- Consider the values the business advocates.
- Relax, put time aside when you won't be disturbed.
- Read the instructions carefully.
- Review your answers if you have time and it's appropriate to the test.
Always ask for feedback after the test. Business psychologists regard this as good practice, and it will give you more idea of what the business is looking for. This will help if you are invited to interview. It's also useful information for further job applications.
For help with the actual interview, see our guide Before, during and after the interview.
