Sales Personality Assessments for High-Performing Sales Teams

Sales success is as much about personality as it is about skill. While training can develop techniques, personality traits often determine how well a salesperson connects with clients, handles objections, and closes deals. 

Enter Sales Personality Assessment, a powerful tool designed to evaluate and identify the inherent traits that make top-performing salespeople.

In this guide, we’ll explore the importance of sales personality assessments, how they work, and the actionable steps you can take to use them effectively in your hiring and team-building processes. 

With over 30 years of expertise in assessments and recruitment strategies, I’ll also share insider tips and best practices to maximize your results.

What Is a Sales Personality Assessment?

A Sales Personality Assessment is a scientifically validated tool that evaluates the key personality traits linked to success in sales roles. These traits often include:

• Assertiveness: The ability to confidently navigate conversations and drive deals forward.
• Resilience: Staying motivated and positive in the face of rejection.
• Empathy: Understanding client needs and building trust.
• Competitiveness: A natural drive to achieve and surpass goals.

Unlike generic personality tests, sales-specific assessments are tailored to measure traits that directly impact sales performance.

Why Are Sales Personality Assessments Essential?

Sales teams are the backbone of revenue generation, but hiring the wrong salesperson can be costly. Traditional interviews often fail to uncover deeper personality traits, making it easy to miss red flags or hidden potential. 

Here’s why a sales personality assessment is a game-changer:

1. Objective Insights: It provides data-driven insights that go beyond gut instincts.
2. Reduced Turnover: Identifying the right fit lowers the risk of hiring mismatches.
3. Improved Performance: Assessments ensure you’re building a team aligned with the demands of your sales process.
4. Succession Planning: These tools help identify leadership potential within your sales force.

Key Traits to Assess in Sales Personalities

A comprehensive sales personality assessment evaluates various traits, but here are the critical ones to focus on:

1. Communication Skills
   Salespeople must articulate ideas clearly and persuasively. Look for individuals who can adapt their communication style based on client needs.
2. Emotional Intelligence (EQ)
   High EQ is crucial for understanding emotions, building rapport, and managing interpersonal relationships effectively.
3. Goal Orientation
   Driven individuals with a strong focus on achieving targets are indispensable in competitive sales environments.
4. Problem-Solving Ability
   Sales roles often require thinking on one’s feet. Problem-solving traits ensure adaptability and innovation in challenging scenarios.
5. Resilience Under Pressure
   The ability to handle stress and bounce back from setbacks is a hallmark of successful salespeople.

How Sales Personality Assessments Work

Sales personality assessments typically involve a series of validated questions designed to measure relevant traits. Here’s a step-by-step breakdown:

1. Selection of Assessment Tools
   Tools like the DISC Personality Assessment or the Big Five Personality Test are commonly used for evaluating sales traits.
2. Customizing for Sales Roles
   Tailor assessments to match the requirements of specific sales positions, such as inside sales, field sales, or sales leadership.
3. Administering the Test
   Conduct the test as part of the pre-employment process or during team evaluations for existing employees.
4. Analyzing Results
   Use the results to compare candidates or team members against benchmarks for high-performing salespeople.
5. Integrating Insights
   Align assessment results with your sales strategies and onboarding programs.

Expert Tips for Using Sales Personality Assessments Effectively

1. Define Success Profiles
   Start by analyzing your top-performing salespeople to identify common traits. Use this data to create benchmarks for new hires.
2. Combine Assessments with Interviews
   Use assessments to guide your interviews. For example, if a candidate scores high on assertiveness but low on empathy, ask targeted questions to explore this further.
3. Focus on Team Dynamics
   Assessments can help build balanced teams by identifying complementary strengths among team members.
4. Revisit Assessments Periodically
   Reassess your team annually to identify growth areas and align traits with evolving sales strategies.

Common Sales Personality Assessment Tools

Here are some of the best tools to assess sales personalities effectively:

1. Sales Personality Test
   A tailored tool for identifying traits that directly impact sales performance.
2. DISC Personality Assessment
   Measures Dominance, Influence, Steadiness, and Compliance, offering insights into leadership and communication styles.
3. Big Five Personality Test
   Evaluates traits like openness, conscientiousness, and extroversion, all of which impact sales effectiveness.
4. Structured Sales Interviews
   Use structured behavioral questions alongside assessments for a holistic evaluation.
5. Simulations and Role-Playing
   Combine assessment results with real-world scenarios to evaluate practical application.

When and Why to Use Sales Personality Assessments

When to Use:

• During recruitment to identify the best-fit candidates.
• When building or restructuring sales teams.
• Before promotions to ensure leadership readiness.
• For training and development purposes to target specific growth areas.

Why It Matters:

Using sales personality assessments helps you make informed decisions, reducing the risk of costly hiring mistakes and ensuring your team is built for long-term success.

Driving Results with Sales Personality Assessments

Investing in a sales personality assessment tool not only optimizes your hiring process but also ensures you’re nurturing the right talent for growth. For example, companies using the Sales Predictor Profile have reported improved close rates and reduced onboarding times.

If you’re looking for a comprehensive solution, explore our Personality Assessments to find the best fit for your organization.

Conclusion: Build a Winning Sales Team Today

Your sales team drives your revenue, and building the right team starts with understanding their personalities. By leveraging sales personality assessments, you gain invaluable insights into the traits that lead to sales success. 

From recruitment to team development, these tools empower you to make data-driven decisions that elevate your sales performance.

Ready to transform your sales strategy? Learn more about our Sales Personality Assessment or Schedule a Demo to see it in action.