- April 4, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, we have another rare opportunity to compare a personality assessment, masquerading as a sales assessment, to OMG’s sales-specific assessment. A candidate took the test with which the recruiter was familiar, Sales Achievement Predictor (SalesAP), while the client asked the candidate to take OMG’s assessment.
I later received an email asking if I could explain why OMG’s assessment said “Not Recommended” and the SalesAP said “Highly Recommended”. In general terms, SalesAP, like all personality assessments, makes assumptions about its sales findings.
- SalesAP states that the candidate had the ability to make cold calls, but how do they know that? The candidate had Initiative and Extroversion as findings, so they incorrectly assume that translates to cold calling. But that isn’t necessarily so. OMG found that the candidate also had strong Need for Approval and Difficulty Recovering from Rejection – two conditions that actually hinder cold calling.
- SalesAP states that the candidate had the ability to close, but how do they know that? The candidate has Competitiveness and Goal Orientation as findings, so they incorrectly assume that translates to closing. But that isn’t necessarily so. OMG found that the candidate has only 11% of the attributes of the Consultative selling skill set and 11% of the attributes of the Closer skill set. In addition, he had 4, out of a possible 5, Major Weaknesses with a High (bad) Severity – all factors that inhibit effective closing.
- SalesAP states that the candidate had a Strong Disposition to Selling, but how do they know that? I believe it’s simply a sum of the first two findings! OMG found that while the candidate Enjoys Selling, he had a very low Sales Posturing Score, so he’ll struggle making good first impressions.
- What SalesAP is completely unable to identify are specific selling skills that are relevent to the sales specific role that this salesperson would fill. OMG found that this candidate would be unable to Sell Value, a requirement for a company that has either a complex sale or products that are priced higher than the competition.
- Sales-specific, and
- Predictive of sales performance.