What is a DISC Sales IQ Assessment?

The Extended DISC Sales IQ Test does what no other sales assessment can and connects a sales professional's natural, hard-wired DISC behavioural tendencies to 18 sales competencies critical to top sales performance. The combination of the two technologies gives recruiters compelling insight into whether a candidate can quickly develop specific skills or if they are working against their natural behavioural style.

We are the only company in Australasia that can measure sales competencies against sales hard-wired behaviours. Drawing on the power of world-renowned assessment tools to create our Extended DISC Sales IQ Technology, we help sales managers to make more reliable hiring decisions, reduce turnover and increase productivity.

The most significant risk when recruiting is selecting a salesperson who doesn't fit the role. Mis-hires cost time, money and a lot of frustration! Mis-hires are especially problematic in sales roles where making a wrong decision could mean a decline in business. 

Recruiters use the Extended DISC Sales IQ test during the pre-employment process to screen the applicants in the candidate pool. The Extended DISC Sales IQ test provides reliable and accurate data alerting recruiters to salespeople who have the required sales behaviours for the sales role and exactly where they may need additional development once they are hired. Recruiters can expect to make more confident hiring decisions and boost the performance of sales teams.

Uncover a person's Sales IQ and the similarities and differences between a candidate's natural behavioural style and their current level of competence, to identify sales activities that may come naturally to a salesperson and are easy to develop. Furthermore, recognise activities that may be more challenging to develop and require more effort and energy from the person.

What does a DISC Sales IQ Test Measure?

The success of a salesperson is determined by their Sales IQ, which encompasses their natural capability, predispositions, attitude, level of competence and mindset towards sales activities. Their success also includes all the skills, techniques and other behaviours salespeople pick-up through education and experience. Top salespeople are highly effective in their role. They are committed to sales and motivated to achieve their goals. 

Knowing how to assess all these attributes can be overwhelming. Our Extended DISC Sales IQ technology incorporates incredible insights from sales competence assessments and couples them with a sales professional's natural, hard-wired DISC behavioural style. The DISC Sales IQ transforms the way we understand salespeople and identifies the DNA of exceptional sales performance. The model allows Sales and Recruitment Managers to quickly and effectively identify the factors that contribute to the success of a salesperson. 

The process is straightforward, invite your candidate to complete a comprehensive set of questions and combine the data to generate the Extended DISC Sales IQ assessment. Sounds simple. However, the intuitive technology provides scientifically backed data on a salesperson's ability and behaviour in a simple report with practical information to make confident hiring and talent decisions.

How to Develop Sales IQ

The Extended DISC Sales IQ report describes whether a salesperson is performing better than expected or not using their full potential in 18 areas critical to sales success. Gain insight into a person's current level of competence levels across all 18 competencies. Identify areas of strength and development to understand where a salesperson may need extra coaching and development.

The sales skills measured in the report are:

• Prospecting
• Active Listening
• Qualifying
• Critical Thinking
• Building Rapport
• Ambition and Initiative
• Process Orientation
• Presenting
• Goal Orientation
• Time Management
• Need for Approval
• Dealing with Failure
• Controlling the Sales Process
• Competitiveness
• Handling Objections
• Money Concept
• Questioning Effectiveness
• Emotional Distance

The results of the report uncover an individual's strengths and weaknesses. From this, sales managers can accurately and efficiently:

• Build a development plan to overcome the salesperson's weaknesses
• Simplify sales training and development
• Focus only on the areas that produce sales results
• Develop the skillset and confidence of your salespeople
• Identify the strengths and weaknesses of sales applicants
• Identify the training and development needs of a salesperson 

The Extended DISC Sales IQ test is an objective assessment to use as a starting point and a 'road map' to help improve sales skills. The assessment reports on a sales person's knowledge at the current time and provides insights to improve performance. 

As with any profession, sales incorporates a collection of knowledge, experience, attitudes, and skills to perform successfully. To know how to improve sales performance, managers need to examine these factors periodically. The DISC Sales IQ test offers an objective assessment of these factors and answers the question, "What is holding this sales person back from sales success?"

The Extended DISC Sales IQ assessment includes all these factors and compacts them into one short and easy-to-read report. Recruiters and managers spend less time sifting through endless reports and skills assessments. They can zero in on development areas that will produce the most desirable outcomes. 

Using Sales IQ in the Hiring Process

Sales roles are some of the most challenging job positions to fill. Organisations often hire the wrong candidate resulting in time and money spent on re-hiring, training, and development. The Extended DISC Sales IQ test evaluates salespeople and predicts how they will perform in 18 areas critical to sales success. The assessment provides recruiters with key analytics regarding a candidate's current Sales IQ to give you practical insights into how they will perform concerning the behaviours required for success in your workplace. These insights support you to place candidates in the ideal roles for their sales skills.

DISC Sales IQ Questions

This assessment takes approximately 30 minutes to complete. It consists of ninety-ninety sales forced-choice questions that evaluate the 18 sales competencies. Twenty-four additional questions examine the salesperson's DISC personality style. Cutting edge technology combines these questionnaires to uncover whether the salesperson is performing as expected or requires further development.

We highly recommend candidates complete the questionnaire periodically. This may include, before and after, sales training and development. This allows managers to assess which sales behaviours have improved and by how much. We also recommend completing the questionnaire every 1-2 years to monitor development and changes in behaviour.