The SaleAbility® comprehensive assessment system is a sensitive psychometric selection tool that identifies key competencies related to success within sales roles. Where traditional sales selection tools make the assumption that a good salesperson will be successful regardless of the specific sales role they are in, SaleAbility asks clients about the features of their particular sales role, then assesses candidates against how well they fit within the unique demands of that particular role.
While it is an obvious general statement that personality influences sales performance, the Saleability personality component specifically assesses those personality traits which are most relevant to working in a sales setting. Based around Dubinsky's sales cycle stages of prospecting, selling and growth, performance in sales roles is determined by looking at how the personality traits are likely to affect job performance in the relevant sections of the sales cycle. This component should take about 15 minutes to complete.
Whilst prospecting skills, sales techniques, product knowledge and organisational influencing skills are all essential aspects of sales success, personal attitudes and core beliefs also have a strong influence on our likelihood of achieving that success. This component of SaleAbility assists in comparing the candidate's attitudes towards sales roles and sales in general to the attitudes of successful sales personnel.
Assessing past performance on relevant indicators can also be used to evaluate an individual's potential performance in a sales role. This life history information, or 'biodata', is used in SaleAbility for selection and development purposes because past behaviour remains one of the strongest predictors of future behaviour.
Saleability has implemented use of abilities testing to give you the most global indicator of an applicant's likely strengths and weaknesses. Abstract, Verbal, and Numerical abilities tests have been selected for use in SaleAbility because of their particular applicability to sales. Results have been related to an employee's ability to understand and implement effective sales skills and techniques, understand customer requirements, product/service specifications and the logistics of delivery and service for the client.