Sales Selection

Good salespeople need more than an aptitude for closing a deal. They also need characteristics like conscientiousness, resilience and a drive to succeed. Since these traits can’t be taught, you need to hire candidates that already have them. But these critical characteristics can be difficult to evaluate with standard interviews and resume reviews.

BHI’s sales selection tools help you identify candidates with sales aptitude – the soft and hard skills that can boost your bottom line. Our assessment options are based on extensive research into the characteristics of successful sales personnel, as well as self-report questionnaires and a mental reasoning test. This gives you:

•	Objective information about a candidate’s work and interpersonal styles, increasing your chance of hiring high-performing sales mangers and associates

•	Validated assessments that have proven accuracy in predicting sales-related performance

•	Options for other positions that have a sales component

By measuring each candidate’s innate personality characteristics and general reasoning abilities, BHI’s sales-selection assessments help you find and hire the best salespeople for your company. Each assessment is administered online and can be benchmarked against the performance of your best staff members. All sales assessments include a selection report, developmental profile and customized interview questions based on each candidate’s profile.

The BHI Difference

Choose from several sales assessments specific to the type or level of position you need to fill.

Sales Select Level I™ is used to screen candidates for sales associate positions and other entry-level sales roles. It gives you information on applicants’ characteristics for:

•	Sales aptitude traits including motivation

•	Work style traits such as drive and energy, persistence, planning and competitiveness

•	Interpersonal skills including sociability, confidence and insight

•	Adaptability traits

•	Overall reasoning skills

Sales Select Level II™ helps you evaluate whether candidates have the traits to succeed in a sales or account manager position. This assessment provides candidate information on:

•	Sales aptitude traits including motivation

•	Work style traits such as drive, energy and persistence

•	Interpersonal skills including sociability, confidence and insight

•	Adaptability traits

•	Overall reasoning skills

BHI’s Sales Orientation Indices™ help you pick the right person for independent contributor or sales management positions. When added to our management-level assessments, the indices let you assess applicants’ sales aptitude along with other core characteristics needed for the job. You’ll be able to see how candidates measure up to other successful employees in that job, as well as assess their sales motivation, sales outreach, risk-taking behaviors and persistence.

The Salesmanship Scale™ can be used with any of BHI’s hourly assessments to help you evaluate applicants for hourly positions with a sales component. This scale gauges how likely candidates are to up-sell items.

You can also add indices to any of these assessments for hospitality, management potential, engageability and leadership integrity.

Customized solutions can also be created for you by BHI’s experts. We can tailor assessments to specific traits and abilities you want in your sales employees, and customize processes, questions and report formats that align with your business strategy.