Skills required for B2B Sales and how to assess them

9 fundamental B2B Sales skills and traits

The best skills for B2B Saless include Product Knowledge, Market Research, Communication, Negotiation, Relationship Building, CRM Software Proficiency, Problem-Solving, Time Management and Presentation Skills.

Let’s dive into the details by examining the 9 essential skills of a B2B Sales.

Product Knowledge

Understanding the product inside out is non-negotiable for a B2B sales role. This knowledge allows the salesperson to answer any questions, address concerns, and highlight the product's unique selling points effectively.

For more insights, check out our guide to writing a B2B Sales Job Description.

Market Research

A B2B salesperson must be adept at researching the market to identify potential clients and understand industry trends. This skill helps in tailoring the sales pitch to meet the specific needs of different businesses.

Communication

Clear and persuasive communication is key in B2B sales. Whether it's through emails, phone calls, or face-to-face meetings, the ability to convey the value proposition succinctly can make or break a deal.

Check out our guide for a comprehensive list of interview questions.

Negotiation

Negotiation skills are crucial for closing deals in B2B sales. The salesperson needs to find a middle ground that satisfies both the client and the company, ensuring a win-win situation.

Relationship Building

Building and maintaining long-term relationships with clients is essential. This involves regular follow-ups, understanding client needs, and providing ongoing support to ensure customer satisfaction.

For more insights, check out our guide to writing a Customer Success Manager Job Description.

CRM Software Proficiency

Proficiency in Customer Relationship Management (CRM) software is important for tracking interactions, managing leads, and analyzing sales data. This helps in streamlining the sales process and improving efficiency.

Problem-Solving

A B2B salesperson often encounters unique challenges that require quick and effective solutions. Problem-solving skills enable them to address client issues promptly, ensuring a smooth sales process.

Check out our guide for a comprehensive list of interview questions.

Time Management

Managing time effectively is crucial in B2B sales. With multiple clients and tasks to juggle, prioritizing activities and meeting deadlines ensures that no opportunities are missed.

Presentation Skills

Being able to present information clearly and engagingly is important. Whether it's a product demo or a sales pitch, good presentation skills can significantly impact the client's decision-making process.

11 secondary B2B Sales skills and traits

The best skills for B2B Saless include Networking, Data Analysis, Adaptability, Technical Savvy, Emotional Intelligence, Cold Calling, Follow-Up, Proposal Writing, Customer Service, Social Media and Event Participation.

Let’s dive into the details by examining the 11 secondary skills of a B2B Sales.

Networking

Building a network of industry contacts can open doors to new opportunities and provide valuable insights. Networking helps in staying updated with market trends and potential leads.

Data Analysis

Analyzing sales data and market trends can provide actionable insights. This skill helps in making informed decisions and strategizing effectively.

Adaptability

The ability to adapt to changing market conditions and client needs is important. Adaptability ensures that the salesperson can pivot strategies as required to meet sales targets.

Technical Savvy

Understanding the technical aspects of the product can be a significant advantage. This knowledge helps in addressing technical queries and demonstrating the product's capabilities more effectively.

Emotional Intelligence

Being able to read and respond to the emotions of clients can improve interactions and build trust. Emotional intelligence helps in understanding client concerns and addressing them empathetically.

Cold Calling

Cold calling remains a valuable skill in B2B sales. The ability to initiate conversations with potential clients and generate interest is crucial for expanding the client base.

Follow-Up

Consistent follow-up is key to converting leads into clients. This skill ensures that potential opportunities are not lost due to lack of communication.

Proposal Writing

Writing clear and compelling proposals can make a significant difference in winning contracts. This skill involves outlining the benefits and terms in a way that appeals to the client.

Customer Service

Providing excellent customer service can lead to repeat business and referrals. This skill involves addressing client issues promptly and ensuring their satisfaction.

Social Media

Leveraging social media platforms can help in reaching a wider audience and generating leads. This skill involves creating engaging content and interacting with potential clients online.

Event Participation

Participating in industry events and trade shows can provide exposure and networking opportunities. This skill involves effectively representing the company and engaging with potential clients.

How to assess B2B Sales skills and traits

Assessing B2B sales skills and traits is a nuanced process that goes beyond reviewing resumes and conducting interviews. It involves a deep understanding of the specific abilities that drive success in sales roles, such as communication, negotiation, and relationship building.

To effectively evaluate these skills, many companies are turning to innovative solutions like Adaface assessments, which offer a tailored approach to measure the competencies relevant to B2B sales. These assessments help streamline the hiring process, ensuring that you not only find candidates who know their product but can also manage client relationships and close deals effectively. By integrating Adaface into your hiring strategy, you can achieve an 85% reduction in screening time.

Moreover, the right assessment tools can pinpoint proficiency in CRM software, time management, and problem-solving, which are critical for thriving in a B2B sales environment. This method provides a clearer picture of a candidate's potential to perform and grow within your organization.

Let’s look at how to assess B2B Sales skills with these 5 talent assessments.

AI Product Manager Test

The AI Product Manager Test assesses a candidate's knowledge and skills in managing AI-driven products.

The test evaluates understanding of AI concepts, product strategy, customer insights, project management, and data analysis.

Successful candidates demonstrate proficiency in storytelling, AI fundamentals, and generative AI applications.

Market Research Test

The Market Research Test evaluates a candidate's knowledge and skills in market research techniques.

The test covers data analysis, quantitative aptitude, business intelligence, and marketing aptitude.

High-scoring candidates show strong abilities in data interpretation and market analysis.

Communication Skills Test

The Communication Skills Test evaluates candidates' communication skills, including verbal and written communication.

The test assesses active listening, interpersonal skills, and the ability to communicate with customers, colleagues, and stakeholders.

Candidates who excel in this test demonstrate strong situational judgement and critical thinking.

Salesforce Administrator Test

The Salesforce Administrator Test uses scenario-based MCQs to evaluate candidates on their knowledge of Salesforce administration concepts.

The test covers data management, security and access, automation, and customization.

Candidates who perform well show proficiency in workflow automation and reports and dashboards.

Problem Solving Test

The Problem Solving Test evaluates a candidate's ability to understand instructions, analyze data, and respond to complex problems.

The test assesses problem solving, learning agility, and coachability.

High-scoring candidates demonstrate strong abstract reasoning and critical thinking.

Summary: The 9 key B2B Sales skills and how to test for them

B2B Sales skills FAQs

How can recruiters assess product knowledge in B2B sales candidates?

Recruiters can ask candidates to explain the features and benefits of a product they have sold before. Role-playing scenarios can also help gauge their understanding.

What are effective ways to evaluate market research skills?

Ask candidates to describe a market research project they have conducted. Look for their ability to identify target markets and analyze competitors.

How do you test communication skills in a B2B sales interview?

Conduct a mock sales call or presentation. Pay attention to clarity, persuasion, and how well they tailor their message to the audience.

What questions can reveal a candidate's negotiation skills?

Ask about a time they successfully negotiated a deal. Look for strategies they used and how they handled objections.

How can you determine a candidate's proficiency with CRM software?

Request them to walk through their experience with specific CRM tools. Practical tests or case studies can also be useful.

What indicators show strong relationship-building skills?

Inquire about long-term client relationships they have maintained. Look for examples of trust-building and client retention.

How do you assess problem-solving abilities in B2B sales?

Present a hypothetical sales challenge and ask how they would address it. Evaluate their logical approach and creativity.

What methods can be used to evaluate time management skills?

Ask candidates to describe how they prioritize tasks and manage their schedule. Look for tools and techniques they use to stay organized.

Assess and hire the best B2B Saless with Adaface

Assessing and finding the best B2B Sales is quick and easy when you use talent assessments. You can check out our product tour, sign up for our free plan to see talent assessments in action or view the demo here: