Role
Sales executive
The hiring challenge
Many applicants 'sell well' in the interview, but few keep the pace and close. Hard to know who has the real commercial profile before hiring.
What to assess
Cognitive ability, sales style, customer orientation, communication and handling pressure.
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 sales executive
8 assessments · ~45 min. Based on Kokoro’s recommended formulas; adjustable to your process.
-
Always first: they reason faster to answer objections and read the customer in the moment. Those who learn fast master the product and the pitch sooner.
-
Reveals the real commercial disposition and style, beyond the interview pitch.
-
A good salesperson understands the need before offering.
-
The close depends on communicating clearly and negotiating well.
-
Sales is results: focus on the target and persistence.
-
'No' is part of the job; sustaining your mood sets apart those who last.
-
Every customer and every objection is different; the salesperson adjusts.
-
Alternative to the technical assessment: learn the candidate's behavioral profile for the commercial role. If there is a specific tool (CRM), you can digitize your own assessment.
ⓘ The exact mix and its fit are tuned by Kokoro with you. This mix is a guide, not a closed recipe.