Account Manager – Short Form

Unfortunately, this product has been discontinued, updated, and replaced with the Sales Professional 7.0.

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Ensure that you hire leaders with the communication, project coordination and management skills they need to handle client accounts effectively with the Account Manager – Short Form!

The Account Manager – Short Form is an assessment used for job candidates applying to mid-level leadership positions that tend to manage the day-to-day operations and activities of client accounts. Sample tasks for these jobs include, but are not limited to: communicating with clients about project status, developing and maintaining project plans, coordinating internally with appropriate project personnel, and ensuring client expectations are being met. Potential job titles that use this solution are: Account Executive, Account Manager, and Senior Account Manager.

What It Was Best Used For

• Vetting B2B Sales & Account Executives: Screening new external applicants for mid-level commercial positions, such as Account Executives, Account Managers, and Senior Account Managers.
• Evaluating Sales Potential & Closing Drive: Measuring a candidate’s innate goal-orientation, grit, and tendency to naturally steer conversations toward a firm commitment, order, or transaction.
• Assessing Client Focus & De-escalation: Pinpointing professionals who maintain persistent enthusiasm during client touchpoints, apologize sincerely for service gaps, and manage difficult or rude clients calmly.
• Measuring Persistence & Resilience: Identifying candidates who demonstrate high ego strength, stay confident throughout the sales pipeline, and bounce back quickly after facing a hard refusal or rejection.
• Auditing Professional Autonomy: Checking an applicant’s level of comfort working independently, approaching high-value potential buyers, and making decisive account management choices without constant supervision.
• Predicting Overall Corporate Success: Scoring an individual’s background, academic and social history, and career aspirations to determine their long-term potential for professional achievement.

Job Level – Mid-Professional
Job Family/Title – Sales Suite
Languages Available – English (US)
Average Testing Time – (minutes) 49 minutes
Maximum Number of Questions – 234 items
Designed for Unproctored Environment – Yes
Question Format – Multiple choice, Adaptive

Persistence: This measures the tendency to be influential, confident, and persistent when working towards sales goals. This trait is characterized by suggesting solutions to meet customer needs, demonstrating confidence in the sales process, and persisting and displaying resiliency when faced with challenges or setbacks.

Sales Potential: This is a measure of the tendency to have a combination of sales skills and experiences that predict success in sales positions. This is characterized by: showing alternative solutions based on customer needs; directing conversations toward a commitment/order/sale; showing confidence even after a hard refusal/rejection; and striving to close a transaction every time. This is demonstrated by answering questions on a multifaceted measure relating to background, experience, and opinions.

Professional Potential: This is a measure of the tendency to have potential for professional success across industry type and functional area. This is characterized by scores that are derived from responses to questions regarding academic and social background, and aspirations concerning work.

Customer Focus: This measures the tendency to show persistent enthusiasm when interacting with customers. This trait is characterized by: apologizing sincerely for inconveniences, being patient, tolerating rude customers calmly, and searching for information or products for customers.

Sales Drive: This is a measure of the tendency to possess personal characteristics such as goal orientation, persistence, dominance, drive, and energy. This suggests the likelihood of success in a sales environment. This trait is characterized by: focusing effort to achieve or exceed sales quotas; working to find connections between the company’s products and the customer’s needs; directing conversation toward a commitment or sale; showing confidence even after a hard refusal/rejection; and striving to close a transaction every time.

Confidence and Independence: This is a measure of the tendency to be comfortable and confident in situations that require one to work autonomously, especially in a sales environment. This trait is characterized by: confidence when approaching potential customers; enjoying the challenge of influencing others; and persuading prospective customers to commit to a purchase.