I was surprised the first time I was asked to take a test by a prospective employer. He?d watched my performance as a vendor partner for over a year. He knew my work ethic and even integrated some of my processes into his own company, so why the exam?

I had been in business management for a long time and I was being considered for a regional sales manager position that required me to sell. While my organizational and development skills would be beneficial in the new position, I needed to be able to sell. And this business owner was smart enough to know that good salespeople need to be Thoroughbreds, not Clydesdales.

Case Study

She was referred to me by a friend. She had been the owner of a retail art gallery in a posh beach city in California and had recently sold the store. She was intelligent, articulate, and professional in her dress and approach. She was also very attractive. But would she be good selling cars?

After the initial interview, we had her take the on-line exam. When she called to inform me she had completed it, she also mentioned that she wasn?t in a big hurry because she really didn?t need the money. That comment alone made the decision easier to make, but I was still curious about the results of the exam. Sure enough, she didn?t fit the category that top salespeople fit into.

Not just for salespeople

Pre-employment exams are great for every area of your business. While Thoroughbreds are great for the Kentucky Derby, they?re terrible at hauling around a beer wagon. Testing helps identify a person?s strengths and weaknesses. You may lose a salesperson in the process, but you could gain an office manager or customer relations agent.

Here are a few companies who perform pre-employment testing:

http://www.craftsystems.com

http://www.personnelinsights.com

http://www.employeeselect.com/preemploymentTesting.htm

Tell us your success stories! If you use pre-employment testing, we'd love to hear from you!