B2B Outside Sales test: Skills assessment test for hiring the best salespeople
Summary of the B2B Outside Sales test
Our B2B Outside Sales test evaluates candidates’ skills in selling B2B products through transactional, outbound sales. It helps you discover talented candidates who can qualify leads, manage prospects, overcome objections, and successfully close sales.
Covered skills
Qualifying leads
Managing opportunities
Product knowledge
Negotiation
Overcoming objections
Closing sales
Use the B2B Outside Sales test to hire
B2B sales representatives, outside sales professionals, outbound sales representatives, sales operations associates, account executives, sales team leaders, and other sales roles that handle transactional sales.
About the B2B Outside Sales test
The B2B Outside Sales test assesses candidates' ability to identify prospect needs, negotiate sales, and create value. It validates crucial skills such as building rapport, managing a pipeline, persuasion, and recognizing buying signals. Hiring excellent B2B salespeople enhances your sales and customer retention strategies. This talent fosters stronger connections with prospects and accelerates sales cycles by engaging customers and discovering the value they need to convert.
This B2B outside sales test goes beyond outdated resumes to help you find data-proven sales professionals who can build better relationships and close more deals.
Our test gauges B2B sales skills in these key areas:
Qualifying leads: Determine a candidate’s skills in evaluating customers and comparing them to a company’s ideal customer profile, resulting in high-quality leads
Managing opportunities: Evaluate how an applicant monitors and nurtures potential customers and deals in your sales pipeline, applying the right prioritization strategies
Overcoming objections: Assess a candidate’s ability to address and alleviate customer concerns around price, competitors, and product fit
Closing deals: Measure how a candidate creates value and closes sales, negotiating agreeable conditions and persuading customers to commit
Using this sales test helps you find employees who understand the nuances of the sales process and can translate their skills into tangible business outcomes.
The test is made by a subject-matter expert
Michele C.
Michele Collins is an entrepreneur, record-breaking sales leader, and the creator of a world-class sales training program for outside salespeople. Her 20-year sales career led her to master the sales process and exceed sales targets in major corporations.
Michele currently uses her sales expertise, award-winning sales program, and entrepreneurial experience to develop sales professionals at compares of various sizes and industries into top sales leaders who consistently meet their sales targets.
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The B2B Outside Sales test will be included in a PDF report along with the other tests from your assessment. You can easily download and share this report with colleagues and candidates.
Why are outside sales skills important to employers?
Top-notch B2B outside sales skills help companies build lasting customer relationships and improve sales conversions, enhancing their revenue and profitability.
Sales professionals with strong knowledge of the entire customer journey shorten the sales cycle and improve overall sales efficiency. It starts with expert lead qualifying, which improves your chances of making a sale by finding highly relevant potential customers.
From this point, excellent outside B2B sales skills leverage powerful persuasion and negotiation abilities to drive conversations, create value, and present your products and services as attractive, value-creating deals.
Strong interpersonal skills also enable a great B2B salesperson to discover how clients build relationships and rapport, empowering them to be personable and customer-focused and boost customer lifetime value through repeat sales.
EXOGROUP, a set of companies that provide digital media services, understands the importance of effective B2B sales skills. That’s why it uses our talent assessments to quickly stand out and attract in-demand candidates with all the right skills.
Using a sales skills assessment enables you to zero in on top talent that can connect with prospects, drive sales growth, ease concerns, and secure great new customers.
What job roles can you hire with our B2B Outside Sales test?
Our B2B Outside Sales skills test discovers critical abilities in a broad range of transactional sales roles:
B2B sales representatives: B2B sales professionals must connect with relevant decision-makers, uncover the value they need, and overcome price- and competitor-related objections.
Outside sales professionals: Outside sales professionals meet directly with customers to create value, give presentations, and maintain existing relationships, requiring expert interpersonal skills and product knowledge.
Outbound sales representatives: These professionals rely on keen intuition to qualify leads and identify customer needs. They also use persuasion and charisma to lead impressive calls and demos.
Sales operations associates: Strong people skills and value creation help these workers implement sales programs, train staff, and create product presentations.
Account executive: Account executives find new clients and maintain existing partnerships using effective product knowledge, negotiation skills, and an understanding of a company’s top competitors.
Sales team leader: Sales managers need a deep understanding of what customers want to coach their staff and develop solid strategies. Team leaders also need strong sales knowledge to spot an expert salesperson to upskill and develop.
Create a multi-measure assessment: 4 tests to pair with the B2B Outside Sales test
A solid sales skills assessment isn’t made up of just one test – you need a complete view of the candidate, including hard and soft skills, personality traits, and cultural alignment.
Here are four excellent tests to pair with our B2B Outside Sales test to find the best talent:
Lead Generation test: Assess a candidate’s technical knowledge of lead generation, including handling objections, following up with potential customers, and designing an outreach process
Salesforce test: Gauge familiarity with the functionality of Salesforce CRM, including managing contacts, accounts, and leads and generating reports.
Negotiation test: Evaluate how a candidate drives discussions, influences others, and leverages emotional intelligence. Our outside sales test looks into these factors on a basic level, but because sales professionals need such strong persuasion skills, it’s best to evaluate them in detail separately.
Culture Add test: Discover a job seeker’s cultural alignment with your company’s values while encouraging new perspectives and diversity. Many sales teams have a specific, fast-paced culture, so alignment is crucial.
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