Absolutely not! Testing, to determine a student’s ability to sell, is pointless. It’s the same thing as taking a written test to determine if you’re a great athlete. It’s impossible to test for customer interaction skills, closing abilities and the burning desire for success. 90% of what determines success in selling is how motivated individuals are to become high producers.

The major difference between those who sell and those who don’t is how they apply what they’ve learned…that’s it. A written test can actually do more harm than good because a tech can hide behind a high test score thinking he’s already a success. Only sales numbers count; not test scores. Any sales trainer offering written tests is a red flag.