Measuring Cognitive Attributes and Abilities (IQ)
Some sales and many leadership roles, especially those in sophisticated or complex markets, require high level thinking abilities such as:
- Verbal- verbal fluency, vocabulary & ability to understand & reason using words.
- Numerical- ability to use and understand numerical concepts, reason using numbers and perceive logical relationships between them.
- Abstract– the ability to think clearly and make sense of complexity, which is known as educative ability and the ability to store and reproduce information, known as reproductive ability.
- Critical Thinking – the ability to clarify goals, examine assumptions, discern hidden values, evaluate evidence, accomplish actions, and assess conclusions.
There are no sales specific attributes and abilities assessments however good quality Attributes and Abilities assessment have been around for over 50 years. They are often referred to as IQ tests. They are widely available through accredited providers and most organizational psychologists.
Applications
- Administered online via user name and password sourced via an accredited provider.
- IQ assessments provide a ‘score’ report, where you rate and usually are compared to various norm groups.
- IQ assessments will NOT measure personality, motivators & values, communication styles, emotional intelligence, leadership styles and derailers, or prospecting fitness.
Speak to us about your assessment needs.
Talk to us, your selling better advisory team, and we’ll be able to advise you on the best training solution for your business.
31 Years of Selling Better: Why Your Seat at the Table Matters More Than Ever
In 30 seconds The Problem: Complex B2B sales requiring human relationships and risk navigation are being forced into transactional procurement processes designed to commoditize vendors and slash ...
Why Your Sales Playbook Needs a 2026 Upgrade
In 30 seconds The Problem: Most sales playbooks were built for a world that no longer exists. They're linear, assume predictable buyer paths and universal cold calling success, and were designed ...
What the Hell Happened to B2B Selling in 2025?
In 30 seconds The Problem: The B2B sales terrain fundamentally shifted in 2025. Cold calling stopped working for 71% of decision-makers under 40. Over 70% of buyers now use AI to research and shortlist ...
When AI Hallucinations Derail Your Sales Efforts
In 30 seconds Key Takeaways: The Problem: Salespeople relying on AI-generated intelligence without verification are creating dangerous blind spots. LLMs (Large Language Models) calculate the most ...
