Overall results (score 73)

Overall suitability for a career in sales.

According to his/her test results, Mary has what it takes to make it in the field of sales. Many of the characteristics and skills s/he possesses match those needed in this field - s/he has a good chance of surviving in the dog-eat-dog world of high-level sales. More importantly, with his/her personality and aptitudes, getting to the top is actually an attainable goal. If s/he already has a career in sales, s/he may have found his/her calling. If s/he doesn't, and s/he is wondering what to do with his/her life, this could be it!

Soft Skills (score 79)

Refers to a person's ability to effectively relate to and deal with customers

Mary's score indicates that his/her soft skills are relatively good, although there may be a few areas that need improvement. Overall, s/he seems to possess many of the traits and abilities needed to effectively interact with customers. Given that a career in sales will require him/her to come into contact and develop relationships with a diverse range of clients, these are essential skills to have.

Persuasiveness (score 84)

The ability to convince others to take a certain course of action, or embrace a specific point of view.

According to Mary's results, his/her powers of persuasion are excellent. S/he is quite capable of convincing people to see things his/her way or to take a particular action, and rarely, if ever, fails to sway others. Although successful salespeople use many different techniques to garner the interest of potential customers, they have to be able to convince clients of the viability and dependability of their products or services. Despite what some may believe, this trait does not require deception; it means building a strong and credible argument that not only proves the worth of what s/he is selling, but is also the first stepping stone to creating a trusting rapport with potential customers. As s/he likely knows, this skill is highly dependent upon how s/he himself/herself feels about the product or service; a salesperson who believes in what he or she is selling is going to be much more persuasive than someone who doesn't. In Mary's case, s/he has got this skill down pat.

Communication Skills (score 86)

Ability to communicate with others clearly and concisely.

According to Mary's score on this test, his/her communication skills are excellent. S/he is capable of sending a clear message across to others and is aware of what the communication process entails: it means placing himself/herself in other people's shoes, adjusting his/her speech and approach according to who his/her listeners are, and paying attention to their reactions. As s/he probably knows, interpersonal skills are extremely important in the sales field. Not only do they play an important role in the impression a salesperson makes on others, but they also influence his or her self-esteem, assertiveness, and social adjustment. S/he seems to have a solid grasp of effective communication and put the theories into practice.

Assertiveness (score 72)

Ability to express thoughts, opinions and disagreement in a respectful and direct way.

Mary's responses indicate that s/he is fairly comfortable asserting himself/herself, rarely hesitating to express his/her opinions or thoughts - even of there's a good chance that a disagreement will ensue. This is a good skill to have, because as a salesperson, his/her survival depends a lot on his/her ability to assert himself/herself. Disagreement and rejection are common responses from potential clients, and s/he cannot allow this to deter or dissuade him/her from expressing himself/herself. Experts in the sales field have mentioned time and again that those who assert themselves are more likely to get a sale than their less self-assured counterparts. There are a number of benefits to being assertive that should serve as incentive to improve even further: more respect from others, and, of course, an increase in the possibility that s/he will get that sale.

Listening Skills (score 72)

Ability to actively attend to speakers.

Mary's results indicate that his/her listening skills are fairly good. This is fortunate because one of the most important steps in the sales process is to uncover what his/her potential customers' needs are. If s/he is the one doing most of the talking rather than listening, this will obviously be impossible to do. Practiced listening encompasses both verbal and non-verbal techniques. When s/he uses these techniques together, s/he can effectively show others that s/he is open to the messages they are conveying to him/her. As s/he probably knows, customers are more likely to trust salespeople who have the time and patience to listen to them. Therefore, as a good listener s/he must do a lot of things, including encouraging a speaker to talk, and not letting internal or external distractions get in the way. Since s/he displays many of these essential skills, people likely feel comfortable opening up to him/her, and customers may be more inclined to do business with him/her.

Social Skills (score 76)

Degree to which a person is outgoing and comfortable interacting with others.

According to Mary's results, his/her social skills are fairly good. S/he seems to be relatively comfortable interacting with others, and generally isn't the type to withdraw from social situations. S/he seldom has difficulty striking up a conversation with people, even when s/he doesn't know them well. Individuals with good social skills are more likely to deal well with clients and coworkers, and find it easier to make friends and acquaintances, which are all important in the field of sales - turning a stranger into a friend opens up the possibility for a business venture.

Integrity (score 78)

Assesses whether the test-taker is an honorable person, or simply does (or says) things when it’s to his/her advantage.

According to his/her responses, Mary considers integrity fairly important, and s/he tries to practice it in his/her everyday life. When s/he does something for others, his/her intentions are generally honorable; s/he doesn't seem to be the type who will do things for others only if it proves advantageous to his/her own needs. As a result, his/her motivation in the sales field will likely stem from an intrinsic rather than extrinsic source - making a sale is not as important as the satisfaction s/he feels about fulfilling his/her customers' needs. This is a good trait to have. Although not all successful salespeople act with or possess integrity, most experts consider it an essential quality. Customers are more likely to continue to do business with someone whom they can trust and who truly wants to help them, rather than just make a sale.

Networking Skills (score 92)

Ability to find and make useful contacts.

Mary's responses indicate that his/her networking skills are excellent. S/he goes out of his/her way to seek out new contacts and maintain connections with people who can prove helpful in his/her social network. As a result, when s/he needs help personally or professionally, there are almost always people s/he can turn to. One of the main steps in the sales process is finding prospects to sell his/her products or services to. As any good salesperson knows, prospects can be found everywhere - this is why expanding his/her network is so important. A member of his/her network may not buy into what s/he is selling, but they might know someone else who would be interested. Networking skills are particularly important when attending business conventions. This skill will prove quite useful if s/he chooses to pursue a sales career.

Helpfulness (score 96)

Willingness and desire to offer aid to others.

Mary's results indicate that s/he tries to help others as often as possible and in every which way s/he can. S/he goes out of his/her way to help others, usually without being asked. S/he readily offers his/her aid, and takes a lot of pleasure in helping others. Despite what some people might think, being helpful is a necessary quality in sales; there's more to the job than simply making a sale. Going out of his/her way to help customers and make them happy not only helps build a relationship with them, but also keeps a loyal client coming back. This seems to be one of his/her main qualities, and one that will prove quite beneficial to his/her customers.

Comfort with Public Speaking (score 71)

Degree to which a person is at ease speaking to an audience.

According to Mary's results, s/he is fairly comfortable with public speaking and seems to be able to handle it rather well. S/he may get nervous, but for the most part, being the center of attention isn't a big deal for him/her. However, s/he may want to improve his/her level of comfort with public speaking a little more, because in the field of sales, many people are required to present their wares or talk about their service in front of an audience. The good news is that because this is such a common fear, there are plenty of ways to improve his/her public speaking skills. The key is learning how to calm his/her nerves, making sure to be well-prepared, and practicing in front of people s/he is comfortable with as often as possible.

Research Skills (score 60)

The ability to uncover and analyze important information in a short period of time.

According to this test, Mary's research skills are fairly good. S/he is generally capable of picking out the important pieces of information in a text, and is able to analyze the data in order to come to a logical conclusion. It appears as though s/he has grasped most of the tricks of the trade when it comes to researching information. These tricks include scanning a text for key words, picking out the important information and ignoring irrelevant details. Learning how to do this with ease will be particularly useful when networking and prospecting (zeroing in on important details about a potential client), and when presenting (knowing his/her products or services inside out). However, brushing up on his/her research skills a little more would definitely be worth the effort because it could save him/her a lot of time and energy.

Success Orientation (score 69)

Refers to a person's attitude and approach to success.

Mary's score on the Success Orientation scale is fairly good. This is fortunate because without a willingness to succeed and do what it takes to close that deal, a career in sales will prove to be quite challenging.

Problem-Solving Skills (score 67)

The ability to come up with various approaches and solutions to a problem.

According to his/her responses, Mary's approach to problem-solving is quite flexible. There may be a few occasions when s/he would rather use a practical and conventional approach, but s/he generally prefers to explore other ideas. S/he rarely settles for solutions that have worked in the past; s/he prefers to use his/her imagination to its fullest. This is a good method to use when solving problems. Although standard strategies may work sometimes (or even most of the time), being open to other ways and ideas is essential. In the world of sales, each client is different. While a certain approach may work on some customers, it may not fly for all of them. S/he has to be able to adapt his/her sales method to different clients and situations, and with his/her problem-solving skills, this shouldn't be too much trouble for him/her.

Self-Confidence (score 57)

Whether Mary believes in himself/herself and his/her abilities.

Mary's results indicate that his/her self-confidence is average. S/he sometimes doubts himself/herself and his/her abilities, and there may be occasions when s/he feels as though s/he doesn't have what it takes to tackle the tasks or challenges that come his/her way. It would help to keep in mind that in order to be successful and survive as a salesperson, s/he must have faith in himself/herself and his/her skills. If s/he doesn't approach a sale with confidence, clients will see right through him/her. They will likely have a lot of difficulty trusting him/her and what s/he is selling. Self-confidence affects not only how others treat us, but also how we treat ourselves. By boosting his/her self-confidence a little, s/he will approach tasks and obstacles with much more determination, and will be able to get through tough sales times and rejections.

Initiative (score 74)

Level of comfort with taking independent action.

According to Mary's results, s/he is generally willing to take action on his/her own. S/he seems to be fairly comfortable taking initiative, although s/he may be a little uneasy doing so on some occasions. For the most part however, s/he is likely not one to wait for others to take the lead or show him/her the way. While it's true that taking action can be risky, sitting around and doing nothing (or doing the minimum) won't get him/her far in sales. Potential customers won't come to him/her - s/he has to go out and get them. Salespeople take initiative everyday, when they pick up the phone, propose their products or services, or ask for a commitment. A proactive approach requires a lot of confidence and a certain level of comfort with assertiveness, and s/he seems to be capable of taking initiative when necessary.

Competitiveness (score 71)

The degree to which a person strives to be the best.

According to his/her responses, it appears as though being number one is fairly important to Mary. S/he has a reasonably competitive spirit, and s/he does try his/her best to outdo others. S/he rarely settles with his/her current level of performance; more often than not, s/he has his/her sights set on that top spot. This attitude will prove quite advantageous, because in today's business world, competition is fierce. Customers can easily turn to competitors for their products or services A competitive edge gives a salesperson that hunger to win - to go after a client, stick to a sale, and prove to the customers that doing business with his or her company is better than settling with the competition. Also, for salespeople who work on commission, being competitive not only helps bring the sales in, but may even differentiate them from their peers, placing them head and shoulders above the rest. Mary is fairly comfortable competing with others, and this will help him/her to become a force to be reckoned with in the dog-eat-dog world of sales.

Goal-Orientation (score 78)

Extent to which a person sets goals and has the perseverance to follow through with their completion.

Mary's results indicate that s/he often set challenging goals for himself/herself, and seems to have the determination and dedication to achieve them - at least most of the time. S/he is likely not the type of person who will settle for the status quo, and is able to muster the motivation needed to push himself/herself to reach for that bar. Without direction and perseverance, being successful as a salesperson would be very difficult. A strong goal-orientation will not only motivate and push him/her to sell, but it will also get him/her through the ups and downs that are common in this line of work. S/he needs to make sure to consistently set goals for himself/herself, and try to use more intrinsic motivators (like looking forward to the pride and satisfaction that comes with achieving his/her goals) and less extrinsic ones (like money or praise) to keep him/her going.

Energy (score 76)

Assesses whether a person approaches situations with enthusiasm, interest and passion.

When it comes to getting ready to tackle a new task or day, Mary rarely has difficulty getting himself/herself going - s/he has quite a "joie de vivre". No matter what s/he does, s/he almost always approaches it with a lot of excitement, passion and interest. Salespeople who are very energetic can really catch the attention of their customers. Not only do they enjoy the sales process, but their passion and enthusiasm can be infectious; they can really entertain and schmooze their clients, and is often quite effective at influencing customers to buy into what they're selling. An energetic approach can be very helpful during a presentation, and can give him/her that edge s/he needs to get through to a tough client. It is very important to love what s/he does for a living.

Cognitive Ability (score 60)

Ability to learn quickly.

Mary scored moderately well on the cognitive ability portion of this assessment. S/he may at times have some difficulty learning the tasks relevant to sales position, but s/he will likely be able to adapt.

Mental Toughness (score 71)

Refers to the ability to cope with the ups and downs that are common in a sales career.

Mary's results suggest that s/he is fairly capable of coping with potentially taxing situations. As a result, when overwhelmed with stress or demanding tasks, s/he rarely cracks under the pressure. A career in sales inevitably has its ups and downs, so developing a bit of a "thick skin" is crucial.

Comfort with Criticism/Rejection (score 73)

The ability to handle rejection and negative feedback.

Mary's results indicate that s/he occasionally gets defensive when criticized, but for the most part, s/he can handle it fairly well. S/he has little difficulty coping with rejection, and seems to be able to bounce back relatively quickly. When s/he receives feedback that isn't positive, it may hit him/her hard, but s/he tries not to let it bother him/her. S/he is not the type to generalize criticism, and this is very important. Some salespeople fail to realize that when customers turn them down, they're rejecting the products or services, not the person themselves. A thick skin in sales is crucial because objections and rejections from customers will occur on a regular basis; even the best salespeople get turned down from time to time - they just learn to take it in stride. The good thing is that s/he can learn a lot from negative feedback, as it offers valuable information on what s/he can change and improve upon in the future.

Emotional Control (score 84)

The ability to regulate and manage hostility, anger and impatience.

Mary's responses indicate that s/he is very emotionally controlled. S/he rarely, if ever, gets extremely upset or frustrated - and if s/he does, s/he knows how to keep his/her feelings in check. An inability to regulate emotions could result in serious consequences; it can have a negative impact on his/her interactions with customers, as well as his/her emotional health. Individuals who lack emotional restraint are often aggressive, uncompromising, and insistent with others - and if there's anything that people hate, it's pushy salespeople! Emotional outbursts could also result in rejection from clients, loss of a job and a lot of unnecessary stress. If s/he does find himself/herself getting a little edgy, s/he could benefit from learning a few techniques that can help calm him/her down. A job in sales has a lot of ups and downs, so it's essential to control his/her emotions.

Adaptability (score 72)

The ability to adapt to difficulty situations.

According to Mary's results, adapting to difficult situations is occasionally hard for him/her, but for the most part, s/he can handle them pretty well. Change, stress and adversity may throw him/her for a curve, but s/he is usually capable of staying psychologically strong. When faced with challenges in his/her environment, s/he probably adapts and get through them faster than most people. Most sales jobs tend to be very fast-paced and stressful. Each client and sale is different, so salespeople must be able to adapt quickly. In a career where rejection and slumps are common, it is necessary for individuals to be able to accommodate a constantly changing environment.

Comfort with Risk-Taking (score 60)

Comfort with ambiguity, and willingness to take action despite uncertain outcomes.

According to his/her responses, taking risks is something that Mary is generally at ease with. S/he is fairly comfortable dealing with ambiguous situations, and as a result, s/he rarely hesitates to take a chance or a risk. It is likely that s/he is not the type of person who requires reassurance when choosing to go out on a limb; s/he is generally willing to act on blind faith and deal with the possible consequences. Facing ambiguous situations is a common occurrence in sales. Getting clients or a deal isn't always a guarantee; not all customers will be receptive to what s/he is selling, and doing business with them may not prove to be profitable. Also, for those working only on commission, they have to be willing to deal with the potential for a slow sales month, and therefore, slim earnings. S/he may not be a natural-born risk-taker, but s/he will likely be able to handle the risk-taking aspect of this business fairly well.

Comfort with Decision-Making (score 61)

Whether a person is capable of, and comfortable with, making decisions.

When it comes to the decision-making process, Mary's results indicate that s/he has few problems, but there is still room for improvement. Making decisions appears to be fairly easy for him/her; there may be times when s/he is a little doubtful about his/her choice, but for the most part, s/he is pretty much confident about his/her decisions. This is a very important trait to possess, because having his/her decisions made for him/her is not an option in sales. In such a dynamic and unpredictable environment, s/he will often be required to think on his/her feet and make on-the-spot decisions, like choosing the best way to present his/her products or services, or determining whether to pursue or drop a customer. It would help to keep in mind that learning to deal with ambiguity and the potential for failure, and making sure to weigh the pros and cons of each option available to him/her (if time permits) are all ways s/he can further improve his/her comfort with the decision-making process.

Organizational Skills (score 77)

Refers to the structure of an individual’s work approach and the ability to maintain a neat work environment.

Mary scored fairly well on this scale. It appears as though s/he does use several methods to keep his/her work and environment organized. Although organizational skills may not be the most important aptitudes to have in a sales career, they still prove to be quite useful, as staying organized can save him/her considerable precious time and energy.

Neatness (score 86)

Ability to maintain an orderly environment.

Mary's results indicate that s/he tends to keep a very neat environment. S/he rarely, if ever, has difficulty finding things because they're almost always in their right places. Keeping his/her workspace tidy likely allows him/her to work quickly and efficiently. Although neatness is not characteristic that one would think is important in the sales field, it does play a major role. The first step to preparing for a sales presentation is making sure that s/he has everything s/he needs - all the information, files, and paperwork required (this is particularly important when doing sales over the phone). Having to search for the materials s/he needs not only wastes time, but it can also give potential clients a bad impression.

Time Management Skills (score 81)

Ability to use time available effectively and efficiently.

Mary's responses indicate that s/he is very skilled at managing his/her time efficiently. S/he uses many strategies to help him/her save time and work more productively, and as a result, s/he rarely ends up leaving tasks undone. Time management plays an important role during sales presentations; if s/he is not organized, s/he may find himself/herself rushing through his/her pitch, omitting details or, worse yet, running late and wasting his/her client's time. This could not only result in a sloppy presentation, but it can also frustrate prospects and cost him/her a sale. Also, a lack of time management could prevent him/her from making as many sales calls as s/he should, leading to decreased productivity. His/Her time management skills will likely be an asset in a sales position.

Memory Skills (score 58)

Ability to recall information.

Mary's memory skills as measured by this test are average. His/Her performance indicates that in some cases, s/he had difficulty memorizing and recalling information that was presented to him/her. A good memory can serve him/her well in sales, particularly when networking. Recalling people's faces, names, and what they do for a living may prove useful when trying to find prospects to sell his/her products or services to. Although this is not a trait that is absolutely crucial to a job in sales, it can definitely come in handy.

Meticulousness (score 82)

Ability to pay close attention to detail.

According to Mary's results, s/he is very detail-oriented. S/he rarely ignores the small stuff, and isn't the type to just let details slide by; s/he is willing to put in the time and effort needed to be meticulous. This is a crucial skill to have because in sales, details are very important. Salespeople need to know their products or services inside out in order to best serve their customers. Also, when uncovering the needs of his/her clients, paying close attention to what they're saying (as well as what they're not saying) can offer him/her important tidbits of information that can help increase his/her chances of making a sale. Letting those little details go might seem harmless, but it they can end up costing a lot in the long-run.

Sales Ability (score 62)

Sales Ability takes into account knowledge of the sales process.

Overall, Mary seems to know quite a bit about the sales process. However, s/he may need to brush up on his/her knowledge about the different practices and procedures involved before tackling a sales career. If s/he already works in the field, s/he may require a little supplementary training. Check out the rest of his/her results for more details.

Prospecting (score 80)

Assesses knowledge of the prospecting step (finding and contacting potential clients) in the sales process.

According to Mary's responses, s/he is very well-informed about prospecting. S/he is familiar with the process of finding and getting in touch with clients, and is well-aware of how to deal with common situations that arise in this part of the sales process. Prospecting is one of the most important steps - s/he can't sell his/her products/services if s/he has no one to sell them to. Therefore, it is essential to be well-versed and familiar with what is required of him/her. S/he will not require any training in this area.

Presenting (score 25)

Knowledge of the presentation aspect of sales process.

According to Mary's responses, his/her knowledge of the presentation aspect of sales is rather limited. S/he is unfamiliar with how to identify customers' needs, provide possible solutions, and present his/her product or service in a proper manner. The presentation aspect of sales is the key to developing a rapport with clients. S/he will require a fair amount of training in this area.

Closing (score 83)

Assesses knowledge of the closing step (finalizing a sale) in the sales process.

According to his/her responses, Mary is well-informed about the closing aspect of sales. S/he is familiar with how to finalize a sale and deal with client objections and concerns. Closing requires a lot of skill, because a salesperson must ensure that all the customer's needs and doubts are addressed. S/he will not require training in this area.

Customer Relationship Management (score 60)

Knowledge of the technologies and methods used to manage relationships with clients.

According to Mary's responses, his/her knowledge of Customer Relationship Management is fairly extensive. Although not all companies adopt this over-arching approach of putting the customer's needs and wants as a top priority, it would still be worth learning about what it involves, as well as its benefits. The good news is that s/he can find a wealth of knowledge of this topic on the Internet.

Consultative Selling (score 67)

Assesses the ability to help customers find a product/service that best suits their needs.

According to Mary's score, s/he has most of the skills required for personalized selling, but there's still a little more room for improvement. Consultative sellers have a knack for assessing a client's needs and helping them find the product/service that would best serve them. This involves exceptional knowledge of the products/services available, as well as good relationship building skills, among other abilities. The good news is that with experience, s/he will likely become a real expert in this area of sales.

Relationship Building (score 78)

Assesses the ability to build a rapport with clients and maintain a business relationship.

Relationship building is a key factor in the success of a sales organization. After all, it is much more profitable to improve business with existing clients than it is to develop opportunities with new prospects. Mary's skills are fairly good in this area. Individuals like him/her, who have good scores in this scale, are strong relationship builders who not only have excellent interpersonal skills, but also have a real knack for connecting with clients.

Resolving Objections (score 75)

Refers to the ability to deal with and assuage client objections.

It appears that Mary will have little difficulty dealing with and answering to client objections. If a prospect presents an argument against purchasing his/her product/service, s/he will likely be able to find a way to resolve the issue. Sales representatives must be "quick on their feet" and possess good problem-solving skills in order to deal with these types of situations. Self-assurance and flexibility are also key factors, among others. Although learning to resolve client objections takes time and experience, preparing himself/herself ahead of time for potential arguments a client may put forward would probably help too.

Negotiating (score 75)

Ability to settle differences and disagreements, and obtain the best possible outcome for both parties.

Mary's results indicate that his/her negotiation skills are fairly good. Not all clients will easily buy into what s/he has to offer, and running into objections will likely occur often. The ability to negotiate effectively is essential in the sales field. It is essential to recognize when s/he needs to sacrifice a little on his/her part to make a client happy, and when to stick to his/her guns (obviously, this also depends on the type of business s/he is in as well).

Questioning Skills (score 78)

Use of questioning strategies in order to obtain key information about a client’s needs and resolve objections.

In the sales process, the objective is to find out what a client's needs are, and how they can be fulfilled. This is where good questioning skills come in and fortunately, Mary's are fairly well-developed. Knowing the right questions to ask and how to ask them is a crucial aspect of the sales process.

Positioning (score 75)

Takes into account the ability to identify and adopt the most efficient way of dealing with a client.

Mary scored fairly well on this scale, but there is still a little room for improvement. Knowing what position and approach to take in the sales process is crucial. For instance, clients who are tentative and unsure about a product/service probably would appreciate a salesperson who empathizes with them and helps resolve their doubts. A more straightforward, no-nonsense client would likely prefer someone who's a little more hard line and gets straight to the point. The point is, positioning is one of the most important aspects of the sales process and can mean the difference between getting or losing a sale.

Getting Referrals (score 74)

Ability to find and take advantage of prospect opportunities.

Mary's results indicate that getting referrals will likely prove to be fairly easy for him/her. Taking advantage of opportunities to obtain prospects is key to success. Naturally, some sales representatives, especially those who are just starting out, aren't entirely comfortable with this part of their job. It requires a certain degree of assertiveness, persuasiveness, initiative and good communication skills, among other things. Learning how to obtain good business referrals is one of those tricks of the trade that is certainly a good addition to a salesperson's skills repertoire.

Impression Management (score 10)

Assesses whether the test-taker responded to questions in a socially-desirable manner.

This scale assesses to what degree the results on this test are distorted or manipulated, and whether such attempts were conscious or subconscious. Many people will try to present themselves in a better light, especially if the stakes are high.

Mary's answers are compared to responses obtained from a large sample of the general population. When someone systematically selects socially desirable responses that are rarely endorsed by others, there is a good reason to believe that a positive self-presentation bias is at play. A score that is suspiciously high may indicate that s/he was lying, which may invalidate the whole test.

There was little or no indication in Mary's results to suggest that s/he was lying or trying to present himself/herself in a favorable light.