Role
Business development associate
The hiring challenge
They open accounts and build commercial relationships for complex services over long cycles; an interview does not show whether they combine the persistence of B2B prospecting with the ability to understand the client's business to sell value and not just price.
What to assess
Consultative sales orientation, communication, persistence over a long cycle and critical business thinking.
How we build the mix
A person with higher cognitive ability tends to learn faster, reason better and adapt to new problems. For this role it is a good base for the mix.
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 business development associate
8 assessments · variable time. Suggested guide: adjust it to your process.
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Understanding the client's business and building proposals calls for reasoning.
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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 the reasoning to analyze data and detect what does not add up.
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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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Consultative commercial role: the selling style gives a direct signal.
ⓘ The exact mix and its fit are tuned by Kokoro with you. This mix is a guide, not a closed recipe.