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Top 6 Reasons A Sales Personality Test Is Important

Published on March 24, 2022
Last modified on May 1, 2023
Top 6 Reasons A Sales Personality Test Is Important - NeoDove

Salespeople are the lifeblood of any business. They are the ones who bring in revenue and keep the company afloat. But, what makes a successful salesperson? Is it their charming smile, persuasive skills, or just sheer luck? 

It turns out, there’s more to it than meets the eye. Enter the sales personality test – a tool designed to help identify the traits that make a great salesperson. 

But why is a sales personality important, you may ask?

Well, for starters, imagine walking into a car dealership and being greeted by a salesperson who is more interested in checking their phone than helping you find the car of your dreams. Not exactly a confidence-inspiring experience, right? That’s where a sales personality comes in. 

In this article, we’ll explore why sales personality tests are important and how you can choose the right sales personality test.


What is a sales personality test?

A sales personality test is a tool used to assess an individual’s personality traits and determine how well-suited they are for a sales role. Sales personality tests are designed to identify specific personality traits that are commonly associated with successful salespeople. These traits include assertiveness, empathy, confidence, and persistence.

The results of a sales personality test can provide valuable insight into an individual’s strengths and weaknesses. Sales personality tests their potential for success in a sales role. For example, if someone scores high on assertiveness and confidence, they may be well-suited for a high-pressure sales environment. On the other hand, if someone scores low on empathy, they may struggle to build rapport with customers and close deals.

Remember that a sales personality test cannot be the only factor in whether to offer someone a sales job. However, a sales personality test can be a helpful tool for identifying individuals with the potential to be a successful salesperson. Sales personality tests also provide great insights into how they can improve their performance.

Read: Sales Engagement guide


Why do you need to use a sales personality test while recruiting?

With a sales personality test, you can assess the potential candidates’ individual characteristics. Further, you can determine if they are the right fit to join your sales team.

Why do you need to use a sales personality test while recruiting - NeoDove

Below are the reasons why you should include a sales personality assessment in your selection or training processes:

1) To identify the right candidate

A sales personality test can help you identify the right candidate for the sales role. Sales personality tests can help you filter out candidates who lack the essential personality traits required. Thus, you can narrow down your pool of applicants to those who have the potential to succeed.

2) Reduce turnover

By hiring the right person for the job, you can reduce turnover rates in your sales team. When you have the right people in place, they are more likely to stay with your company for the long term. That ultimately reduces the cost of recruitment and training.

3) Improve sales performance

Since sales personality tests can help identify individuals with the right traits, you can get improved sales performance. Salespeople who are confident, assertive, and empathetic are more likely to close deals. They also build stronger relationships with customers.

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    4) Increase customer satisfaction

    Salespeople who are well-suited for their roles are more likely to provide excellent customer service. This leads to increased customer satisfaction increased customer loyalty and higher retention rates.

    5) Save time and resources

    By using a sales personality test, you can save time and resources in the recruitment process.You can save time not interviewing the appropriate candidates for sales roles. Instead, you can focus on those who have the potential to succeed, leading to a more efficient recruitment process.

    6) Drive to learn

    The personality of a prospective employee can tell a lot about his drive and potential for success. It is particularly important for competitive fields like marketing and commission-based sales. Salespeople that do not have the drive to close sales or do not show a desire to do so will not be much successful.

    A lot of information exists today on the Internet and in self-help books. Candidates may impress and win over interviewers by being charming. However, when it comes to actual performance, salespeople are quite different. Their aptitude can thus, be judged by sales personality tests.

    Recommended: All About Lead Conversion, Achieve Your Target Of High Sales!


    How to choose the right personality test?

    Choosing the right sales personality test while recruiting is an important step in identifying the right candidates for your sales team. Here are some tips to help you choose the right sales personality test:

    1) Determine what you want to measure

    Before choosing a sales personality test, you should determine what you want to measure. Some tests focus on specific personality traits. Whereas, others may assess a broader range of skills and abilities. It’s important to choose a sales personality test that measures the skills that you need in your team.

    2) Consider the reliability and validity of the test

    A reliable and valid sales personality test is one that consistently produces accurate results. Look for meaningful sales personality tests that have been validated through scientific research. These demonstrate that they have a high level of reliability.

    3) Choose a test that is easy to administer and interpret

    The sales personality test you choose should be easy to administer and interpret. Look for sales personality tests that can be completed online. Choose those that provide clear and easy-to-understand results.

    4) Check for any legal issues

    Before choosing a sales personality test, check for any legal issues. Some sales personality tests may be subject to legal challenges or may not be legally defensible.

    5) Consider the cost

    Finally, consider the cost of the test. Some tests may be expensive, while others may be more affordable. Look for a reliable sales personality test that fits within your budget. 

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    Sales Personality Tests You Can Try Out

    Below are two key personality tests that can help you understand the traits of both your current team members and potential sales representatives better.

    • The Myers-Briggs Type Indicator

    The Myers-Briggs Type Indicator is a popular personality test. You can use the test to sort test-takers into 16 different archetypes of personalities. Individuals are sorted based on four variables: introvert/extrovert, intuitive/sensing, rational/emotional, and perceptive/judgmental. 

    The true value of this test lies in its ability to help leaders better manage employees. Since everyone has a different area of expertise and drawbacks, management styles need to be tailored for each rep. Understanding this can help businesses do a better job at inspiring their sales team for success.

    However, this test may not always provide accurate predictions about a rep’s potential for success. For instance, one might assume that extroverts make better salespeople than introverts. But that is not always the case since some of the best salespeople are actually strategic introverts with excellent social skills.

    • Caliper Profile Assessment

    Over the years, businesses around the world have used the Caliper Profile Assessment to identify 25 traits related to sales rep performance. There are two ways to administer this test: online or on paper, depending on the number of employees and the nature of the organization.

    It reveals a person’s strengths, limitations, motivations, and potential in an objective and straightforward manner. It is, hence, an effective sales personality assessment one can implement to make the right decisions.

    So now that you know how a simple sales personality test can immensely help both you and your team, let’s examine some qualities you should look for in an ideal salesperson.

    Check out: Sales qualification 



    It can be concluded that a sales personality is essential for success in the world of sales. By using a sales personality test during the recruitment process, companies can identify individuals with the right personality traits for a sales role.

    In addition to hiring the right people, it’s important to provide ongoing training and support to salespeople. This would help them hone their skills and improve their performance. This can include coaching, mentorship, and regular feedback to help salespeople identify areas for improvement and build on their strengths.

    Ultimately, building a successful sales team requires a combination of hiring the right people, providing ongoing support and training, and creating a positive sales culture that rewards hard work and achievement. By prioritizing the development of sales personality traits, companies can drive growth and achieve success in their sales efforts.

    Remember, a successful sales team is not just about selling products or services. It’s about building relationships with customers and creating value for them.


    6 Reasons You Need A Sales Personality Test When Recruiting - NeoDove

    Frequently Asked Questions (FAQs)

    The three most important traits in a sales personality are being confident, empathetic, and resilient.

    Confidence is key in convincing potential clients to trust and invest in your product or service.

    Empathy allows you to understand and relate to the needs and concerns of your clients.

    Resilience is necessary to handle rejection and failure and bounce back quickly to keep pushing towards achieving sales goals.

    Together, these traits can help create a successful sales personality that builds trust, understanding, and success.

    The Myers-Briggs Type Indicator is a popular personality test. You can use the test to sort test-takers into 16 different archetypes of personalities.

    Individuals are sorted based on four variables: introvert/extrovert, intuitive/sensing, rational/emotional, and perceptive/judgmental. The true value of this test lies in its ability to help leaders better manage employees.

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