In the sales industry, predicting a salesperson’s future success is crucial for both company growth and employee development. Over the years, numerous tools and assessments have been developed to measure a salesperson’s potential, ranging from generic personality and behavioral assessments to niche, sales-specific evaluation tools. One such specialized tool is the sales-specific assessment from the Objective Management Group (OMG). This article will dive into why generic personality and behavioral assessments fall short in predicting a salesperson’s success compared to the specialized assessments such as the one provided by OMG.
1. Understanding the Core Differences
Personality and Behavioral Assessments: These tools, like the Myers-Briggs Type Indicator or the DiSC Personality Assessment, are designed to measure broad traits and characteristics of individuals. They evaluate how an individual may think, feel, or act in various scenarios, providing insights into their general behavior, communication style, and preferences.
Sales-Specific Assessment Tools: These are specifically tailored to measure attributes, skills, and behaviors pertinent to sales roles. The OMG assessment, for example, gauges a salesperson’s drive, resilience, and abilities in sales-related tasks like prospecting, qualifying, and closing.
2. General vs. Specialized Insights
While personality and behavioral tests provide a generalized understanding of an individual, they don’t necessarily correlate with sales success. Here’s why:
Relevance: Sales require a unique set of skills and attributes that aren’t covered in general personality assessments. A person can be extroverted and analytical (traits beneficial in many jobs) but may lack the perseverance to handle sales rejections.
Depth: Sales-specific tools delve deeper into the nuances of selling. They don’t just ask if someone is outgoing but question their ability to build rapport, handle objections, or maintain a sales pipeline effectively.
3. Predictability and Accuracy
For a tool to predict a salesperson’s future success, it needs to measure variables directly related to sales activities. Here’s where generic tools falter:
Mismatched Traits: Being a “people person” isn’t synonymous with being a good salesperson. A great sales rep not only builds relationships but also has the tenacity to push through challenges, the strategic mindset to navigate complex sales cycles, and the adaptability to handle diverse clients. General assessments can’t measure these specific traits.
Overemphasis on Personality: While personality can influence how one approaches sales, it isn’t the only factor. Sales success is a blend of skill, mindset, experience, training, and support. An assessment that only focuses on personality misses these critical aspects.
4. Real-world Application
Sales-specific tools like the OMG assessment have been calibrated using data from actual salespeople and their performance metrics. This makes them more reliable in predicting sales success. In contrast, generic assessments are calibrated on broader populations and, therefore, lack this specificity.
5. Tailored Development Plans
After assessment, the next step is often development. Sales-specific tools offer insights tailored to a salesperson’s growth in their role. They can pinpoint specific areas of improvement like negotiation or prospecting. Generic tools, on the other hand, might suggest improvements in communication or teamwork, which, while valuable, are not as directly tied to sales success.
6. Changing Nature of Sales
The sales profession is evolving rapidly with the rise of technology, changing customer behaviors, and global market dynamics. Sales-specific tools, like the OMG assessment, are frequently updated to reflect these shifts. Generic tools, however, remain static in their evaluation criteria, which might not resonate with modern sales challenges.
7. Time and Cost Efficiency
Training a salesperson is an investment. Companies want to ensure that they’re investing in individuals with the highest potential for returns. By using tools explicitly designed for sales roles, companies can make more informed decisions, saving time and resources in the long run.
The Final Word
While personality and behavioral assessments have their value in understanding individuals’ general traits and tendencies, they are not equipped to predict the multifaceted success of a salesperson. Sales-specific assessment tools, like the one from the Objective Management Group, are tailored, detailed, and grounded in the realities of the sales profession. For companies aiming to predict and harness the future success of their sales team, a specialized approach is not just beneficial—it’s essential.
For more information or to discuss your particular situation contact us at the following…
www.transformativesalessystems.com
765-623-5623
info@transformativesalessystems.com
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