Key Takeaways Online cheating in sales assessments is widespread and can undermine team trust, performance, and company reputation if not addressed effectively. Rigorous identity verification, smart remote proctoring, secure browsers, and AI-powered anomaly detection are essential technology tools for cheat-proofing online assessments. Designing scenario-based, cheat-resistant questions and conducting thorough post-assessment audits help reinforce assessment integrity … Continue reading Effective Technology and Tactics for Preventing Cheating in Online Sales Assessments

Key Takeaways Realistic job preview (RJP) assessments give candidates a true picture of what daily work looks like, helping them make informed decisions before accepting a job offer. By showcasing both the positives and challenges of a role, you can cultivate trust from the very beginning, leading to greater long-term employee satisfaction and retention. Using … Continue reading Realistic Job Previews: Enhancing Candidate Experience and Employer Transparency

Key Takeaways Micro-learning uses short, focused sessions to target skill gaps, making training flexible and easier to fit into busy American workdays. Regular assessments help organizations identify specific weaknesses, allowing for tailored daily drills that address real skill needs. When crafted with impactful, interactive, and fun content, daily drills lead to increased retention and foster … Continue reading Microlearning from Assessment Gaps: Transforming Results into Daily Drills

Key Takeaways Eye-tracking technology helps sales teams understand exactly where viewers focus their attention during sales videos, leading to more effective content. Eye-tracking data streamlines the decision-making process and shows you what video elements actually capture the viewer’s attention. Plus, it uncovers what’s confusing to viewers, giving you the power to improve your message and … Continue reading Evaluating Video Prospecting Skills with Eye-Tracking Insights

Key Takeaways SPQ Gold scores offer a dependable approach to evaluating sales characteristics. These scores have a strong impact on recruitment and formation of teams within the U.S. sales workforce. Understanding benchmarks like average and top 10% scores helps organizations identify both current team strengths and high-potential candidates. So take care to always interpret SPQ … Continue reading SPQ Gold Scores | Average vs. Top 10% | Sales Performance Insights

Key Takeaways Assessment-driven sales bootcamps offer targeted training by identifying and addressing specific competency gaps, making learning more relevant for diverse sales roles. Using data and analytics helps create personalized learning paths, track progress, and continually refine training strategies to match evolving sales needs. Pre- and post-assessments, along with clear performance benchmarks, allow organizations to … Continue reading Assessing Sales Competencies: Building Effective Bootcamp Curricula

Key Takeaways It’s generally cheaper to retain an existing customer than it is to acquire a new one. This smart growth strategy can save U.S. businesses millions in increased long-term profitability. Key assessment traits such as engagement, usage patterns, satisfaction scores, perceived value, and loyalty signals are strong predictors of customer retention and should be … Continue reading Key Assessment Traits That Predict Customer Retention and Satisfaction

Key Takeaways Providing clear, respectful feedback after rejection helps candidates learn and leaves a positive impression of your organization. Providing thoughtful and detailed feedback boosts your employer brand and makes your company more appealing to the best talent in the United States’ incredibly competitive job market. Personalizing the feedback and offering specific guidance for improvement … Continue reading Best Practices for Providing Post-Assessment Feedback to Rejected Candidates

Key Takeaways Field sales and inside sales demand unique skill sets, so assessments should be tailored to reflect the real-world scenarios, environments, and responsibilities of each role. Customizing assessments for field and inside sales positions helps organizations better identify top talent, reduce costly hiring mistakes, and improve team performance. Including both technical and soft skills … Continue reading Field Sales vs. Inside Sales Assessments: Key Differences and How to Design Them

Key Takeaways Cross-cultural validity ensures sales assessment tools are effective and fair for diverse global teams, reducing bias and misinterpretation. Adapting assessments to fit local cultures—rather than just translating—improves accuracy and relevance in talent evaluation. Involving local experts and conducting pilot tests across regions helps refine assessment tools and address hidden cultural nuances. Ongoing assessor … Continue reading Cross-Cultural Validity in Global Sales Assessment Programs: Challenges and Best Practices