Primary Use – Selection
Assessment Type  – Mix of competency, personality, biodata
Job Level – Entry level sales positions across industries
Number of Items – 107
Estimated Time – 35 minutes (timed)
Administration Format – Proctored or Unproctored

The Sales Career Battery (SCB) helps quickly identify individuals who possess the profile critical for sales success in today’s demanding environment. The SCB can be used as part of a process for hiring new sales representatives or as a way to place current employees into new or existing sales roles.

The SCB is a multi-format inventory designed for use in selecting employees for transactional and

consultative sales positions.

The assessment has a maximum time limit of 60 minutes but typically takes 30 – 35 minutes.

The SCB is appropriate for candidates applying for individual contributor positions in sales acumen is important to job or role success.

Applicable Job Titles:

• Account Executive
• Field Sales
• Inside Sales
• Direct Sales Rep
• Account Rep

 

It has a demonstrated history of prediction for the following work relevant outcomes:

Overall Performance

• Ability-related Performance
• Motivation-related Performance
• Interpersonal Performance

Ability-Related Competencies

• Applied Learning
• Decision Making
• Planning & Organizing
• Sales Opportunity Analysis

Motivation-Related Competencies

• Adaptability
• Building Trust/Integrity
• Initiating Action
• Sales Disposition
• Work Standards

Interpersonal Competencies

• Building Strategic Working Relationships
• Customer Focus
• Persuasive Communication
• Sales Ability/Persuasiveness

“Bottom-Line” Outcomes

• Ability to Close Sales
• Achieving Performance Goals
• Achieving Sales Goals
• Attendance
• Increasing Sales Volume
• Punctuality
• Time to Productivity

Employee Attitudes

• Engagement
• Job Satisfaction

 

Candidate Profile Reports are automatically generated and include the following sections:

• Band or Overall Score
• Performance Indicators
• Performance Outcomes
• Interview Questions
• Development Tips
• Verification Questions

The SCB Candidate Summary Report contains three sections:

1. Candidate Profile Report – This report displays the candidate’s score profile, spanning each of the assessment success factors described above. Each success factor is linked to performance indicators; that is, on-the-job behaviors more likely to be observed for candidates performing better on that factor. In addition to the success factors above, the Candidate Profile Report indicates an individual’s Engagement Readiness Index, a composite of several SCB scales projecting an employee’s likely level of Engagement once on the job. Decisions to progress candidates to later stages of the hiring process should be based solely on the SCB overall score band, which is presented at the top of the report.
2. Interview Question Report – Provides suggested interview questions linked to the SCB factors. These questions can be used to supplement an existing structured interview process.
3. Development Suggestions Report – Categorizes each SCB factor as either a Strength or a Growth Opportunity, and provides targeted Quick Tips and Self-Directed Development Activities for skill improvement in these areas. Development Suggestions can be provided to candidates and can be integrated into an on-boarding process.