Some sales assessment tests work, and some don’t. A sales assessment works when it is validated against real job outcomes, measures characteristics relevant to the sales role you’re hiring for, and is used for the decision it was designed to inform. No assessment can tell you with certainty who will become a top salesperson. A good one improves your odds and helps you make a more informed choice. Yet, nearly every vendor will tell you their test is “validated.” What does that mean and how can you tell whether the research is useful to your hiring needs? You do not