Education

Key Takeaways SPQ Gold test for executive recruiters identifies call reluctance and core sales behaviors to help recruiters screen candidates for sales fitness and cut hiring risk. Use the test early in selection to identify high-risk profiles and focus on stronger potential candidates first. Competency scores measure prospecting, appointment setting, customer engagement, and closing skills […]

Key Takeaways Identify the main sales personas to match people to roles by comparing strengths and weaknesses. Use assessments to place Challengers in technical or high-stakes roles and Relationship Builders in retention-focused roles. Quantify core traits like resilience, empathy, drive, coachability, and curiosity with objective tests and situational questions to forecast on-the-job performance and inform […]

Key Takeaways Real estate skills assessments identify strengths and gaps and guide targeted training to improve agent sales performance and align abilities with agency goals. Agents provide more than transactions. They deliver relationships that last a lifetime through attentive communication, empathy, local knowledge, and unwavering professionalism. Leverage a combination of quantitative and qualitative feedback to […]

Key Takeaways Assess actual prospecting behaviors, not just final results, to find gaps that cause missed qualified leads and lower sales performance. Use those findings to target coaching and process changes. Use five core pillars — behaviors, metrics, quality, technology, and context — as unified criteria when choosing or designing sales assessment tools to measure […]

Key Takeaways SPQ Gold gauges prospecting motivation and sales aversion and complements interviews and work samples to enhance hiring and coaching decisions. The brake score measures a candidate’s hesitation toward prospecting, with high scores indicating more reluctance that tends to foresee less prospecting activity and sales productivity. Understand brake scores in context by comparing them […]

Key Takeaways Call reluctance encompasses many behaviors besides fear and directly inhibits prospecting, call conversion, and sales results. It is important to match remedies to the problem. The SPQ Gold framework measures reluctance in scores and brake/accelerator ratios that make it practical to identify, monitor, and customize growth plans. All 12 SPQ Gold reluctance types […]

Key Takeaways The debrief is a targeted, private analysis that connects your SPQ Gold results to actual sales positions and real world outcomes. Be ready to talk concrete next steps. Anticipate a streamlined stream of review, discussion, feedback, and planning with room for evaluator rationales and your inquiries. Leverage the report’s charts and competency ratings […]

Key Takeaways Build prospecting fitness through a consistent routine that mirrors regular workouts and tracks daily outreach to measure progress and accountability. Build resilience by considering rejection as practice, scheduling rest to prevent burnout, and believing in your product and abilities. Step up your game by customizing your outreach, learning winning sales strategies, and optimizing […]

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 […]