Highmark Launches Innovative New Sales Assessment Process
August 20, 2005

Building a strong sales organization can be a business’s most high-risk decision. That’s why Highmark Solutions, a leader in developing and expanding top quality sales forces for Fortune 500 companies, as well as small to medium-sized businesses, searched for a better way to more effectively assess potential sales candidates. The result is the Highmark Sales Assessment which identifies the sales candidates who have what it takes to successfully call and close, the “hunters”, from the “farmers”, those who will only manage existing accounts and don’t always perform as well when given the responsibility of expanding a company’s client base. The assessment is just one of a number of ways Highmark’s sales recruiters narrow the field down to a select handful of candidates, each with a 16-page written Highmark Sales Profile. The sales profiles we create are far from just resumes, but an actual portrait of a professional’s ability, personality and job behavior.

Proven to be 95 percent effective at measuring sales ability, the assessment tests 21 core competencies, from the ability to take personal responsibility, to perseverance, maturity and self-motivation.