Solutions Selling Assessment
About this assessment
This behavioral assessment helps to benchmark candidates for B2B Sales roles. Learn about the selling style of candidates and how they deal with customers needs. Results available as candidates benchmark table or individual report to be share to hiring manager.
Why those behaviors matter in the workplace
Unlike most B2C products, B2B solutions come in complex shapes which take time to refine. A B2B salesperson may be required to sell complex CRM software, a custom production line in a factory, or draft a deal imagining a new business model for the maintenance of aircraft engines, the possibilities are endless!
All B2B solutions come with an overwhelming number of variations. Therefore the primary quality of B2B solutions Salespeople is to be good listeners. Active listening skills and the ability to listen and ask questions about customers (their objectives, their frustrations, etc.) are key to frame any offering.
Another frequent quality mentioned by Sales Directors is the ability for their team members to establish and maintain long term relationships. This is a key point for B2B sales cycles: customers are not always ready to buy - right now - but rather may be waiting for a budget to unlock or a new fiscal year to start. Therefore the ability of B2B salespeople to establish trust and nurture long-term relationships is key to collecting customers' interest at later stages.
When the opportunity is ready to progress, the ability to manage complexity, synthesize and simplify information, as well as persuade all account stakeholders are seen as key to bringing the deal to a close.
How you to use this assessment
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Candidates fill the questions
Candidates go through the questionnaire during their application process. Fast and easy, can be done on computer or mobile device!
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Check the candidat scores for each of the selected behaviors. Use the insight to compare candidates or prepare the interview process.
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