When looking for new sales people, assessment tools that measure sales aptitude and / or sales suitability will tell you only part of the story. “Aptitude” and “suitability” are indicators of sales potential – not sales capability. In addition, your assessment and selection process must establish actual knowledge and skill. Incorporate specific activities and exercises that require candidates to demonstrate real skills in selling situations relevant to their new role within your business. Banking on potential is usually a poor bet.
