The SCQ questionnaire is designed to provide information about an individual's sales competencies and sales style. The instrument is based on a sales competency framework that covers the candidate's strategic and business focus, work ethic and resilience, and interpersonal skills. It also provides an assessment of a salesperson's selling style against three well-established behavioral concepts in the sales literature--adaptive selling, relationship selling, and customer-oriented selling.
The instrument measures 13 competency dimensions and 156 competency components. The questionnaire takes about 15 minutes to complete. The SCQ uses the Standard Ten (Sten) scoring system. The SCQ report provides an in-depth profile of the test taker's selling skills, selling style, and offers performance improvement tips and suggestions. The instrument's 13 competency scales measure the following aspects of selling.
|STRATEGIC AND BUSINESS FOCUS|
|Prospecting||Identifies the powerful buyers, gets high quality leads, turns prospects into customers.|
|Negotiating and influencing||Recognizes negotiating opportunities, trades and bargains with customers, achieves win-win outcomes.|
|Competitor awareness||Understands competitors' strategies, deals with competitors' advantages that buyers raise.|
|Adapting and innovating||Identifies innovative solutions for customers, adapts sales tactics and approach to the buyer's situation.|
|WORK ETHIC AND RESILIENCE|
|Achievement motivation||Strives to achieve, sets challenging goals, goes the extra mile to achieve a sale.|
|Conscientiousness||Plans sales activities, makes sales calls and follow-ups as planned, gains a reputation for reliability.|
|Resilience and self-control||Maintains a positive "can do" attitude, sees setbacks as manageable, manages pressure and stress.|
|Self-awareness||Thinks about what they are doing, reflects on sales performance, asks for feedback from buyers.|
|Team working||Collaborates with colleagues, shows loyalty to the team, commits to making the team a success.|
|Communicating and presenting||Communicates clearly, gives good sales presentations, displays charisma and self-assurance.|
|Listening and supporting||Listens actively to what customers say they need, senses customers' needs, helps customers to express their needs.|
|Customer orientation||Excels in satisfying your customers, customizes products and services, gets inside the customer's head.|
|Product expertise||Shows that they are knowledgeable about product line, persuades buyers that product is the best solution.|
The internal consistency reliabilities of the scales range from 0.89 to 0.95 with a median of 0.94. Correlations between the scales and marker variables are in the range of 0.78 to 0.86 with a median correlation of 0.84. Criterion-related validity studies show statistically significant correlations between job performance and test scores on all the scales. The magnitude and range of correlations are consistent with those reported in the literature for the impact of competencies on job performance.
The instrument's norms are based on a large international comparison group of 1,500 respondents with equal numbers of men and women. The mean age of the sample was 37.6 with a standard deviation of 9.9. About 40 percent of respondents were aged 18-34, about 35% were aged 35-44, and about 27% were aged 45+. Most respondents came from the United States, the United Kingdom, Canada, and Australia. Differences in scores related to gender, age, ethnicity, and nationality are very small.
10 ~ 15 minutes
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