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HDTS Insight Sales

HDTS Insight Sales is designed to uncover the seller properties needed in the new Buyer 2.0 world. A Buyer 2.0 is already well into and is active in its buying process, among other things through extensive information gathering from the Internet and use of social media.

The total test result is divided into 5 main areas with a total of 22 scales.

Based on extensive research from CEB*, a certain type of seller "The Callenger" has a much better foundation to create good results against the buyer 2.0 generation. HDTS Insight Sales works with 5 areas that are important for developing in the role of Challenger, focusing on:

Test point in personality test 1. Personal Strength
Focuses on the personal emotional intelligences or attributes the seller uses and needs throughout the sales process.
   
Test point personality test orange 2. Social Strength
Focuses on the characteristics that are prerequisite for creating constructive relationships, an important area that can determine whether a sales process can be initiated and completed in a common good chemistry.

TEACH, TAILOR and TAKE CONTROL are the three roles the seller must be able to master, and they describe the personal characteristics necessary to successfully lead a sales process to the finish line.

test point personality test aqua 3. Teach
Here, the seller provides a new framework for understanding the buyer's problems, often on a thoughtful form that creates value for the buyer. The seller shows his insight into the buyer's problems.
   
test point personality test pink 4. Tailor
The seller adapts his information to match the decision makers who are stakeholders in the sales process, focusing on customer value creation regardless of department and area of responsibility.
   
test point personality test mork blaa 5. Take Control
The seller understands the customer's purchase process and is able to accelerate the purchase process to a positive decision by supporting the customer's constant focus on value creation.

Recruitment of salespeople and sales managers
The personality test increases the chance of finding the right candidate in recruitments and helps avoid mis-employment, because the result provides a thorough insight into the job candidate's resources and development areas in relation to the job profile. This ensures match in relation to tasks, workplace culture, immediate manager and colleagues.
Gain insight into many different competencies, such as:

  • Emotional and social competence
  • Relationship management
  • Resilience
  • Flexibility
  • Vision creation
  • Political beating
  • Sales focus

Coaching salespeople and sales managers
As customers place increasing demands on the solutions they buy, there is a need for salespeople and sales managers to develop new competencies. HDTS Insight Sales provides insight into personal strengths and development potentials. Through targeted coaching based on the test result, relevant personal competencies can be developed.

Salesperson team development
A successful high performance sales team is characterized by its ability to communicate and collaborate around joint projects. This assumes that the sales team members have different complementary competencies and are able to perform different psychological team roles. HDTS Insight Sales provides insight into the sales team's strengths and potential challenges and can be used to optimize work processes, strengthen team management, communication and collaboration.

*The Challenger Sale, Mathew Dixon and Brent Adamson