• The SPQ Gold pinpoints sales call reluctance and core sales competencies to enhance hiring precision and team results. Employ findings to minimize poor hires and guide recruitment choices.

• Expect a multi-step assessment that evaluates mindset, skillset, and behavior through questionnaires, scenario exercises, and a feedback debrief with actionable recommendations.

• Use competency scores and behavioral indicators as objective benchmarks to compare candidates, guide promotions, and target coaching based on measurable gaps.

• Candidates can prepare by taking the time to reflect on recent activity in sales, practicing common scenarios such as cold calls and objection handling, and priming their mind for confidence and assertiveness.

• After testing, pursue an actionable growth plan with specific goals, suggested training, and retests planned to measure progress and persistence over time.

• Don’t treat the SPQ Gold as the hiring decision! Mix test results with real-world performance, interviews, and continuous development to avoid misread and missed interventions.

What to expect from an SPQ Gold sales assessment is a structured evaluation of selling skills, product knowledge, and situational judgment.

The assessment measures core sales behaviors, role fit, and decision patterns through scored scenarios and timed tasks. Results offer a profile of strengths, development areas, and fit for specific sales roles.

Recruiters and hiring managers use the report to match candidates to training needs and job requirements.

Assessment Rationale

The test is designed to bring up pragmatic, work-related signals that predict actual sales behavior. It’s all about identifying sales call reluctance, prospecting readiness, and the core competencies that fuel consistent activity. Results provide hiring teams with a shared language for comparing candidates, minimizing bias, and connecting traits to anticipated results.

These reports inform interview guides, role design, and onboarding plans.

The Why

Companies employ the SPQ Gold to discover unseen obstacles that hush candidate resumes but expose in conduct. Those barriers might be fear of rejection, cold call avoidance, or low persistence. Together, the test indicates where someone is going to stall in a sales cycle so managers can align coaching with these gaps.

Assessment tools break effort into parts: willingness to prospect, follow-up grit, activity drive, and response to pushback. Knowing which part is weak helps set realistic KPIs and training paths. For example, a rep low on prospecting but high on closing needs lead-generation support rather than resistant coaching.

Sales personality testing cuts down false positives, which are candidates who interview well but do not perform activities. Objective scores reduce costly hiring mistakes by showing a pattern across effort, resilience, and motivation. Firms that combine assessment data with role-specific criteria report fewer early terminations.

Assessment outcomes correlate with higher close rates when used as part of hiring and development. Scores tied to specific behaviors, such as call volume, appointment setting, and pipeline hygiene, allow organizations to forecast ramp time and likely quota attainment with more confidence.

The What

SPQ Gold gauges assertiveness, achievement drive, prospecting willingness and comfort with rejection. It tests motivational style, grit, and sales mindset. Do you view selling as service, grind, or influence? The tool mixes trait questions with situational items to observe behavior intention.

Covers both personality and skill preference tests. Traits include persistence, optimism, and stress tolerance. Skills test affinity for consultative selling, transactional closing, and relationship building.

The preference questionnaire maps these against common sales roles: hunter, farmer, account manager, or technical seller. To determine practical fit for roles, the sales preference questionnaire scores how a person tends to spend time and solve obstacles.

It reveals if you like new business more than account growth and if you prefer process or ad hoc.

• Assertiveness and drive

• Prospecting and lead generation preference

• Resilience to rejection and stress tolerance

• Consultative vs. transactional selling style

• Follow-up diligence and pipeline maintenance

The Who

SPQ Gold candidates are new hires, lateral candidates, and tenured reps with performance issues. Apply it to junior positions to establish an action baseline and for senior appointments to test compatibility with approach.

Sales managers, recruiters, and HR all receive the same report to ensure expectations are aligned. Try those on positions that depend on outreach – BDRs, account executives, and field reps. Handy for inside sales and renewals teams where persistence and timing count.

Select candidates based on job needs: hunters need high prospecting scores and farmers need relationship metrics. Add in reps to normal cycles and perform team-level analyses annually to identify skill gaps and schedule group-level training.

The Assessment Journey

Starting with a brief about the purpose and the process so that candidates know what to expect next. It then progresses to timed online tests, scenario exercises, and an expert debrief. Here are the main phases and what each takes in.

1. Mindset Evaluation

Assessments start by measuring willingness to reach out and start conversations. Tests probe sales call reluctance with questions about initiating contact, handling rejection, and comfort with cold outreach. This often includes situational items where candidates choose how they would act during a missed call or a delayed follow-up.

Targeted sales tools measure emotional obstacles. Scores demonstrate avoidance, risk tolerance, and persistence. These metrics indicate internal obstacles such as fear of rejection or low grit and assist coaches in establishing specific mindset objectives.

The results highlight goal focus and motivational drivers. Data indicate if someone is motivated by goals, connections, or knowledge. That assists employers in pairing individuals to positions, such as high-value roles for action-driven salespeople or advisory roles for relationship-centric applicants.

2. Skillset Analysis

Skill testing includes prospecting, lead qualification, presentation, and closing. Candidates take exercises and timed tasks that approximate real sales work, like drafting outreach or lead prioritization. Each is graded according to a rubric related to job requirements.

Standardized instruments provide consistent scores across candidates, highlighting comparative strengths and deficiencies. For example, one candidate might come out strong in openers and weak in closers. The tool highlights moderate skills that can be trained and strong potential that can be scaled.

Reports contain definitive skill profiles. Employers see which areas need coaching, such as objection handling, product pitching, and pipeline management. This enables focused hiring actions and customized onboarding plans.

3. Behavioral Scenarios

Applicants confront realistic situations to uncover behavior under pressure. A big client pushback, a mid-call budget cut, and a demanded discount. Observers record answer selections, attitude, and tactics.

Communication, negotiation, and persuasion are key areas evaluated. Short, impromptu role-plays test agility, while longer, advanced simulations evaluate strategic selling. Ratings feed predictive models to estimate fit for transactional versus consultative roles.

Scenario results help predict durability and how a candidate will perform over months when pressure rises. They reflect whether we learn in the moment or don the same old blinders.

4. Debrief and Feedback

Final reports round up mindset, skills, scenario scores, and accelerator indices. Feedback sessions articulate strengths, weaknesses, and sales hesitation markers in layman’s terms. These recommendations direct to training modules, coaching, or mentoring matches.

Follow-up is scheduled to review progress and when needed, retest for stability. This step closes the loop and turns assessment data into actionable growth plans.

1. Initial briefing and consent.

2. Online mindset and skill tests.

3. Behavioral scenario exercises.

4. Score compilation and analysis.

5. Debrief with detailed report and recommendations.

6. Follow-up coaching and retest.

Performance Metrics

Performance metrics describe what success means in an SPQ Gold sales review and identify where intervention is required. They establish standards, monitor habits and competencies, and tie evaluation information to actionable business objectives. Here are the key metrics and how to use them to make commissioning, training, and deployment decisions.

Competency Scores

Competency scores dissect skill into quantifiable components. Each salesperson is scored on traits including assertiveness, confidence, resilience, listening, and closing drive. These scores indicate particular strengths and weaknesses.

For instance, a rep with high closing drive but low listening may convert well on warm leads but may drop the ball when prospect discovery is needed.

Competency	Score (0-100)
Assertiveness	72
Confidence	85
Listening	61
Closing Drive	90
Resilience	68

Apply these scores to hiring filters, promotion panels, and laser-focused training. Hire when scores match role needs: inside sales may prioritize listening and resilience, while field sales may need higher assertiveness.

For promotions, aim for balanced scores and growth over time. For training, map modules to low scores: role-play for listening and stress simulations for resilience. Rank scores by region to identify market-specific trends and achievers.

Behavioral Indicators

Behavioral metrics track actual behaviors and proclivities in selling contexts. Highlights include sales hesitation, emotional hesitation, and call or follow-up hesitation. Log delayed outreach, short calls, and avoiding hard conversations.

These trends indicate deeper problems such as fear of rejection or an ambiguous process. Write down prospecting habits and conversational habits in CRM notes and evaluation forms.

If a rep exhibits extreme call reluctance, which includes minimal outbound attempts and repeated reschedules, mark for intervention coaching. Minor problems can be addressed with targeted feedback and scripts.

Extreme cases require individual intervention, psychological assistance, or even role mitigation. Use behavioral data to shape coaching: short, frequent sessions for habit change.

Performance metrics Leadership development should include emotion work and accountability measures. Behavioral trends guide comp adjustments and territory design.

Overall Profile

The final profile combines skills and behavior metrics into a unified measure of potential. Mix mindset inventories, proficiency ratings, and behavioral observations to score fit for account executive, business development, or customer success roles.

Add a summary paragraph with strengths, weaknesses, and suggested next steps. Construct a visual summary—radar charts or scorecards—that displays fit across various job types and settings.

Use the profile to drive final selection, onboarding content, and personalized 90-day plans. Recalibrate every so often to stay on top of your progress and justify your original motivation.

Strategic Preparation

A focused preparation step helps candidates show their best abilities during an SPQ Gold sales assessment. Know the market context, set clear goals, rehearse typical sales interactions, and collect real performance data before the day of the test.

Self-Reflection

Check last week’s client wins, losses, and reasons why. Write a short log of the last 10 sales contacts: channel used, proposal length, objections raised, and final result. That record reveals trends and indicates where practice or modification counts.

Test your sales mentality and drive. Observe times you shirk outreach or procrastinate on follow-up. These are symptoms of sales aversion. Identify the culprit, such as fear of rejection, value pitch, or low pipeline, and strategize one small step to eliminate it.

Map strengths and weaknesses on a two-column list. Put strengths such as listening, closing, or product knowledge on the left and gaps, such as prospecting, objection handling, or time management, on the right. Use concrete examples: “Closed three deals in Q2 via referral” versus “Dropped three cold-call follow-ups.

Log your days for two weeks prior to the exam. Brief notes that record one success and one challenge will hone self-awareness. Be ruthless in strategic preparation and honest about new business readiness and about leading client conversations.

Scenario Practice

Rehearse real sales situations in small, intense bursts. Cold calling drills include 5-minute openings and 10-minute objection threads. Repeat until your opening runs without edit. Follow-up emails and voicemails, too.

Practice with a buddy acting as a hard-nosed buyer. One where the buyer brings up price objections, long delivery term requests, and changing scope mid-sale. Capture these sessions when you can to catch verbal ticks and fillers.

Sample scripts, modify them. Example opener: “I work with companies like yours to reduce X by Y percent. Do you have two minutes?” Build a rebuttal bank: price objections, timing objections, trust objections, each with two short responses.

Conduct a high-stakes simulation once a week. Put a time limit on it, throw in adversarial interruptions, or have the buyer push decisions out. Such drills eliminate hesitation and expose how you perform under pressure.

Mindset Priming

Begin each day with a five-minute mental run-through of a successful call, anticipating the buyer’s questions and your answers. Pair this with one positive affirmation that is specific: “I open three valid conversations today.

Do some practice breathing and short grounding exercises before calls. Box breathing for 60 seconds steadies your voice and focus. Use easy mental scripts to transition from fret to fixit thinking.

Adopt a brief daily routine: review top three sales priorities, scan market trend notes, and set one measurable outreach target. Regularity keeps objectives salient and minimizes decision fatigue.

Interpreting Your Profile

The SPQ Gold report crystallizes these raw responses into profiles that display where you fall on traits, subscales, and sales behaviors. Skim the overview to check your general sales orientation score and then refer to the subscale information to make sense of your specific outcome. Scores are relative: high, mid-range, or low compared to norms.

Focus on subscale patterns, not one number.

Strengths

High assertiveness scores indicate a comfort initiating contact, requesting commitments, and pushing conversations towards conclusions. Top scorers tend to demonstrate a sales mentality, rejection resilience, and a bias for action.

The key sales skills you probably excel at are prospecting, speedy qualifying, stage-based buyer advancement, and closing.

• Prospecting: finds and engages new leads consistently

• Qualification: quickly separates prospects who fit the solution

• Presentation: frames value in buyer terms and handles objections

• Closing: asks for the sale and secures commitments

• Follow-up: keeps pipeline activity steady without prompting

Leverage these strengths by owning prospecting cadences, mentoring colleagues, and accepting positions with direct revenue accountability. In team scenarios, put yourself on high-value accounts or closing calls where your bias to act turns opportunities more quickly.

Weaknesses

Low scores on engagement or high call reluctance indicate that you’re hesitant to make contact, hate cold contact, or put off doing follow up. The report might reveal where pain or fatigue diminishes activity levels.

Targeting your active listening, open questioning, empathy in conversations, and ability to structure follow-up is important. Behavioral drip signs are things like short calls, ducking objections, and long gaps between contacts.

Emotional barriers can manifest as fear of rejection, lack of confidence in product fit, or dependence on clichéd pitch talk. These hinder conversion and pipeline growth.

Prioritize weaknesses by impact: fix behaviors that block deals first (e.g., follow-up cadence). Then address mindset gaps. Leverage targeted coaching and role-play to overcome call reluctance and develop confidence fast.

Growth Plan

1. Create a 90-day action plan that pairs one skill focus with daily habits: week 1 to 4 is prospecting drills with 30 calls per day or 15 new contacts. Week 5 to 8 includes twice-weekly objection role-play sessions. Week 9 to 12 focuses on closing scripts and live call practice with feedback.

2. Set measurable targets: increase dials by 30%, improve qualified lead rate by 15%, and lift close rate by 10% over three months. Track weekly.

3. Use monthly SPQ*Gold or micro-assessments to measure shifts in mindset and behavior, not just activity.

4. Pace training, with coach sessions and stretch assignments. Give actionable assignments, watch the videos, and revise goals as they make progress.

Common Pitfalls

Tools such as SPQ Gold provide organized information, but pitfalls can transform valuable insights into rabbit holes. Here are common pitfalls, why they matter, where they pop up, and how to avoid them with explicit, actionable guidance and illustrations.

Relying on test scores without taking sales performance into account leads to bad hires and development gaps. Test scores are a sliver of ability, not a portrait of workplace success. A candidate can rate off the charts in prospecting drive but have no closing skill in actual deals.

Sales context includes conversion rate, average deal size, and sales cycle. For instance, combine SPQ Gold output with the past six months of CRM data to determine if a high persistence score coincides with a record of repeated outreach that resulted in closed business. Apply a heuristic scoring system that weights test results at 40 percent and performance at 60 percent for hiring and coaching decisions.

Misinterpreting assessment results or overlooking behavioral indicators is common when users treat profiles as fixed labels. SPQ Gold measures preferences and tendencies, not immutable traits. Read results as tendencies that interact with role demands and team dynamics.

If a rep shows a high need for structure, that may mean they excel with formal process roles like territory management but struggle in open, entrepreneurial accounts. Observe behaviors in role-plays or ride-alongs to confirm fit. Add at least two behavioral checks: a recorded sales call review and a live sales simulation scored against the same dimensions as the assessment. Use those checks to refine development plans.

Neglecting follow-up training after initial testing wastes the assessment’s value. Assessment findings should lead to tailored coaching, not sit in a file. Create 30-60-90 day plans tied to specific behaviors from the SPQ Gold profile.

If the profile flags low need for persistence, schedule weekly prospecting drills and measure outreach volume for 90 days. Train managers to run brief, targeted coaching sessions and document progress with simple metrics.

Using outdated or generic sales assessments instead of specialized tools like SPQ Gold reduces predictive power. Generic tools may miss sales-specific traits such as risk tolerance in deal-making or preference for consultative selling. Confirm your tool maps to role-specific competencies.

For example, use SPQ Gold for roles requiring nuanced selling styles and use a different validated instrument for technical aptitude when hiring inside sales engineers. Regularly review the assessment’s validation studies and update tools every three years to stay current with market and role shifts.

Conclusion

The SPQ Gold sales test checks core skills: sales drive, planning, and client focus. Scores indicate specific strengths and weaknesses. Use score detail to choose a skill to train first. Follow easy metrics such as call rate, close rate, and pipeline age to witness actual transformation. Prepare with quick role plays, targeted customer need briefings, and input from a colleague or coach. Watch for common traps: overtalking, weak follow-up, and vague goals. Read your profile frequently and connect every insight to something you can do this week. Here’s how to get an edge on sharpening a single skill and amplifying results. Select a target, a minuscule goal, and do it today.

Frequently Asked Questions

What is the purpose of an SPQ Gold sales assessment?

Of sales skills, motivation, and fit for roles using standardized scenarios and metrics. It assists employers in forecasting on-the-job performance and development needs.

How long does the SPQ Gold assessment take?

Most candidates finish it in 30–60 minutes. Duration differs according to the version and whether simulations or extra questionnaires are added.

What skills and behaviors does it measure?

It measures selling style, customer focus, persistence, negotiation, planning, and emotional resilience. Results highlight strengths and areas for improvement.

How should I prepare for the assessment?

So prepare by brushing up on sales basics, sleeping well, and answering candidly. Get comfortable with sales cliché scenarios, and truthfulness provides the best profile.

How are results reported and used?

Employers get a profile report with scores, behavioral descriptions, and role-fit recommendations. Use it for recruitment, education, and professional growth.

Can I receive feedback or a copy of my report?

Many employers or providers will share a candidate report and feedback session. Ask your recruiter or assessment provider about access and interpretation support.

What common mistakes should I avoid during the assessment?

Don’t attempt to ‘game’ answers or speed. Inconsistent answers reduce reliability. Concentrate on providing straightforward, truthful responses that reflect your actual approach to work.