Role
Sales executive / account manager
The hiring challenge
They sell a service where trust is everything and must understand the needs of very different clients. In an interview it is hard to tell the good salesperson apart from the good consultant.
What to assess
Consultative sales orientation, communication and selling style, along with client understanding.
How we build the mix
In this role the central filter is not the cognitive side, but disposition, the way people relate and self-control. The mix is built by prioritizing the role's competencies.
Related competencies confirm that this capable person can perform the specific functions of the role well, not just reason in the abstract.
A technical assessment (your own or digitized) verifies they can use the tools of the role. Or, as an alternative, DISC to learn the behavioral profile for the role.
Suggested assessment mix for sales executive / account manager
6 assessments · variable time. Suggested guide: adjust it to your process.
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Helps observe orientation toward commercial results and understanding of the business.
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Helps observe selling technique and the commercial drive of the role.
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Helps observe clarity when communicating and the quality of dealings with others.
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Helps observe customer orientation and the quality of service.
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Helps observe emotional handling and resilience under the pressure of the role.
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Helps observe order, prioritization and follow-through under workload.
ⓘ The exact mix and its fit are tuned by Kokoro with you. This mix is a guide, not a closed recipe.