You’ve seen online quizzes that can match you to your celebrity spirit animal or tell you which character from "Friends" most accurately suits your personality, but can these assessments prove to be a valuable asset for your business?
Yes and no.
Quizzes from popular online sites may be a great way for employees to take a quick five-minute break during the work day, but they may not offer the in-depth insight you’re craving. However, reputable personality profiling assessments – such as the Myers-Briggs personality test and S.T.A.R. personality profiles – may be the difference between landing that lead and repelling potential sales.
If you’re looking for tangible ways to leverage these assessments in your small business, consider the three following ways they can help boost sales and strengthen your brand’s workforce.
1. Snagging sales by recognizing personalities
Some people swear by their horoscopes while others write off their predictions, but many researchers have attested to the accuracy of basic personality profiles set forth by these assessments. Sales people in particular – whether they’re working the floor of their retail store or making in-person visits to potential clients – can use these core tenants to guide their tactics.
For example, sales men or women familiar with the basic profiles outlined by Myers-Briggs can spend a few minutes assessing the personality of their potential sale. Asking questions to determine whether the person is introverted or extroverted can allow the person to adapt their strategy and better suit their sale, so as not to over or underwhelm them with too much or too little pizzazz. It’s crucial, however, that sales representatives use caution when assessing personalities on their own – over time, this comes much more easily, but an inaccurate assessment up front may cost you the sale.
2. Connecting employees with assessments
Team building is an important part of any business, whether you run a small firm or store. To create the most effective team, it’s important to know how each person works with fellow employees – using personality profiles may be a great way to gauge your workers’ basic preferences, strengths and weaknesses. For example, an employee who is analytical yet introverted may pair well with a worker who’s confident and extroverted.
These tests can inform a small business owner which employees are inherently intuitive, perceptive and logical – all of which can help the manager determine individual communication styles, as well. If employees don’t seem to be connecting, managers can try to determine the best ways to blend personalities as a pathway for more conducive discussions.
3. Improving hiring efforts
Many businesses have taken to implementing personality assessments in the interview process. While some people are opposed to the use of profiles, others have found them to be excellent supplemental resources when assessing candidates. It’s imperative to pair a profile with in-person interviews and tangible work displays, but these tests can give hiring managers a more accurate glimpse into a candidate during the process.