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Mike Lieberman, CEO and Chief Revenue ScientistWed, Jan 17, 2018 4 min read

How Businesses Can Benefit from a Sales Assessment

{}Managing a team of salespeople is a job that comes with many challenges. It’s important each employee is evaluated equally in order to determine who’s meeting expectations and who’s falling behind. It’s also important to determine who has what it takes right from the start to avoid hiring employees who will quickly churn. Without such assessments, it’s hard to determine if the sales team is functioning at its fullest capabilities or if there’s anything that can be improved upon.

When it comes to building an effective sales team and evaluating current employees, a sales assessment is always the right place to start. Here why…

Why Get a Sales Assessment?

A sales assessment gives your business the opportunity to determine if your current sales team is working efficiently, as well as how to streamline the hiring process to ensure only the best candidates are hired from the start. Without frequent assessments, your business is at risk of weakening without you noticing. Additionally, if your business makes the mistake of hiring the wrong employees, you’ll find yourself paying up to six times a sales rep’s salary in order to replace them.

An assessment has two major benefits that work hand-in-hand:

  1. It will determine if your current sales team is functioning at high-performance levels
  2. It will help you recruit top-performing sales reps so you can yield a higher ROI

These two benefits work together to create the ultimate sales team—a group of people who are motivated, determined, and equipped with the characteristics needed to boost sales and grow your business. Without such assessments, the hiring process can feel like a guessing game and evaluating employee performances becomes increasingly difficult.

For Recruitment

Sales assessments are often used during the recruitment process to determine who the best candidates are before hiring them. This reduces the risk of employee turnover and ensures you’re hiring the best fit, saving your business money while also boosting revenue. It’s a win-win situation.

While there isn’t one single personality type or trait that makes a great sales rep, there are a number of characteristics to consider—that’s why assessments are so important. It groups together the most valuable skills, traits, and characteristics to determine which potential salespeople will benefit your business the most.

For instance, a DISC profile assessment helps you understand and engage job candidates, leading to more informed decisions when it comes to hiring. Over time, this will help your business build the ultimate sales team that’s tailored for success.

For Your Current Team

While it’s important to hire the right employees, it’s also important to continually monitor them to determine if anything needs to be improved upon. Does your sales team have what it takes to succeed? A sales assessment provides you with a clear answer to the question and the necessary steps to take in order to improve. Because each employee is evaluated using the same structure, everyone is on a level playing field. With a standardized approach to evaluating sales reps, everyone should know what they need to do to meet expectations and how to improve if they’re not.

If an employee or sales team isn’t working to the fullest of their ability, an assessment is one way of motivating employees and helping them improve their performance. Hiring and training new employees is time consuming and expensive, so investing in your current employees is a must!

Whether it’s for improving your current employees’ performance, building the ultimate sales team, or both, sales assessments ensure your business has what it takes to grow and remain productive.


Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.