The Good, The Bad and The Ugly about Sales Assessments… and What Assessment Companies Don’t Want You to Know


Andy headshot
CEO & Sales Consultant, Big Swift Kick
Whitney headshot
Measurement Strategist & Founder, ProActive Consulting
Tiffani headshot
Industrial/Organizational Psychologist
Webinar Recording Details
  • Date and Time
    Thu, May 21, 2020 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.


There are hundreds of assessments on the market today and its very confusing! The challenge is assessments are grossly misunderstood and each assessment company claims theirs is the best. It’s what they don’t tell you that gets you into trouble.

Are you trying to hire the best people, or develop, train or increase organization effectiveness? Are you struggling to get the right people in the right roles, perhaps due to a recent acquisition, merger or reorganization? Should you use a test that measures a skill, behavior, personality, mental ability, integrity, grit, a combination thereof, or some other type entirely?

Because this topic is so broad and complicated, we are going to start with assessments from a big picture perspective and then narrow it down specifically to hiring salespeople and evaluating sales organizations.
During this webinar you will learn:
  • The most important question you should ask yourself before looking for an assessment
  • The most common types of assessments on the market today
  • What assessments do and don’t measure
  • What assessment companies don’t tell you
  • Which type of assessment is best for hiring salespeople
  • Which type of assessment is best for evaluating an existing sales organization
  • The six most important questions to ask every assessment company

About Andy Miller

Andy Miller is CEO of Big Swift Kick, a sales strategy and performance consulting firm that specializes in helping middle market companies accelerate their sales performance.  He has 28 years of middle market experience and is responsible for helping companies generate over $5.7 Billion in new business.  At 27, Andy started a software company in Europe expanded into Asia and Australia, and then sold it three years later.  During that time, he made a major hiring mistake which put him on a journey to identify best practices for hiring salespeople and improving sales organization performance.  He is a Vistage Top 100 Speaker, a Selling Power Magazine Top Sales Consultant and has been featured in Newsweek, CNN and seven books on business growth.  He can be reached at

About Whitney Martin

As a measurement strategist, Whitney’s passion and expertise lies in the field of surveys and assessments. A self-professed “data nerd,” Whitney has a Master’s Degree in the area of Human Resources Measurement and Evaluation and has conducted extensive research on the predictive validity of various hiring assessment strategies.

Whitney specializes in delivering data-supported insights into job candidates, employees, teams, leaders, customers, and organizations.  Using valid and reliable assessment and survey tools, she provides practical, actionable information to leaders that informs business decisions and has a measurable impact on the organization’s bottom line.
Whitney has been a highly rated speaker at numerous National HR Conferences and has had an article published by The Harvard Business Review.  She is also a member of the American Psychological Association (APA), the Society for Industrial & Organizational Psychology (SIOP), and the International Personnel Assessment Council (IPAC).  She can be reached at

About Tiffani R. Chen, Ph.D.

Tiffani Chen is an industrial/organizational psychologist with over 15 years experience helping companies identify, recruit, and retain top talent.  She got her start in I/O psychology after being unsatisfied with the lack of science used to hire and train employees.  Tiffani specializes in developing structured interview questions, matching the cultural fit of individuals to organizations, and identifying the most important qualities needed for success on the job.  In addition, she has designed validation studies that include concurrent and longitudinal predictive validation.  Tiffani has published book chapters and peer reviewed articles in the areas of leadership, teams, and culture, and holds a BA in Psychology from Princeton University, and a PhD in Industrial/Organizational Psychology from George Mason University.  She can be reached at