Courses

Key Takeaways The SPQ Gold Doomsayer type scores high on brakes, has a strong anti-prospecting bias and is slow to close sales calls. Measure these factors early to focus training where it’s most effective. Root causes include performance anxiety, fear of rejection, and bad past experiences. Emphasize rejection-resilience coaching and small, graded exposure to outreach. […]

Key Takeaways Use a mix of behavioral, cognitive, skill-based, and situational assessments to evaluate different sales competencies and build a complete picture of each candidate or rep. Align assessment selection with business objectives, role specificity, and identified skill gaps to ensure results drive revenue, reduce turnover, and support targeted development. Select tools that provide actionable […]

Key Takeaways SPQ Gold is a sales aptitude test which measures sales mindset and sales behaviors to inform hiring, training, and team development decisions. Use results to align candidates to positions and design focused development plans. Core metrics include brake score, accelerator score, assertiveness, and call reluctance, which uncover prospecting, negotiating, and client relationship management […]

Key Takeaways Standardize sales assessments to reduce hiring variability and improve prospecting consistency. Use objective tools rather than relying only on resumes or interviews. Prioritize predictive assessments that measure resilience, curiosity, coachability, and discipline to lower turnover and identify candidates who sustain sales performance. Pair situational judgment and role-play with cognitive aptitude, behavioral interviews, and […]

Key Takeaways SPQ GOLD is a behavioral diagnostic tool that measures sales call reluctance and related motivational barriers, enabling managers to identify the avoidance behaviors that reduce prospecting and sales activity. Apply SPQ Gold in recruitment and onboarding to filter for driven applicants, align individuals to the right sales positions and cut back on expensive […]

Key Takeaways Sales behavior assessment tests predict sales performance by measuring traits like assertiveness, resilience, and emotional intelligence. They should be aligned to specific sales roles for accurate evaluation. Use a mix of assessment types such as situational judgment, personality profiling, and cognitive ability tests to capture both innate talent and learned skills to build […]

Key Takeaways Know the common sales assessment types and what they measure so you can tailor preparation to personality, situational, cognitive, or role play components. Use a structured preparation plan with self-assessment, company research, targeted skill drills, and mock scenarios to set measurable goals and track progress. Practice cognitive questions, situational judgment items, and timed […]

Key Takeaways SPQ Gold research-based Sales Preference Questionnaire. Sales mindset. Prospecting motivation. Sales call reluctance. Actionable insights for hiring, training, and performance improvement. Combine SPQ Gold scores with interviews and actual sales activity to steer clear of excessive dependence on test results and to make a well-rounded hire or development decision. Agents should transform their […]

Key Takeaways Experience is no proxy for sales aptitude. Therefore, use objective sales aptitude tests to uncover strengths and blind spots that resumes and interviews overlook and weave testing into hiring and development. Assess adaptability and resilience to find reps who can learn new products and thrive in changing markets. Include real scenarios and adaptability-focused […]

Key Takeaways SPQ Gold targets sales-specific behaviors and motivation, making it better suited for hiring and developing salespeople. DISC measures broad personality traits that are useful across many roles. Use SPQ Gold when you need predictive insight on sales performance, prospecting drive, and real selling habits. Use DISC to improve team communication, role fit, and […]