Accounting Freedom · Payroll Freedom

Sales Aptitude
Assessment

Business Development Manager Candidate

30 questions · ~20 minutes · All responses are confidential

A · Prospecting Mindset B · Sales Process C · Resilience D · Consultative Selling E · Short Answer

Your Full Name

Question 1 of 30

You've just started a new sales role with no assigned leads and no inbound pipeline. What do you do in your first week?

ABuild a target list, reach out to your existing network, and start booking meetings immediately — even before you know everything about the services.

BSpend the week in deep learning mode — sit with each department, study the services, and build a prospecting plan to launch week two.

CAsk your manager which prospects to prioritize and get a clear picture of expectations before going out independently.

DFocus on building internal relationships first — understanding who does what at the firm will help you sell more credibly.

Question 2 of 30

Three weeks in, 15 conversations, no closes. Your pipeline has prospects who said "I'm interested" but haven't committed. What do you do?

AFocus energy on the warmest prospects in your pipeline — nurture those relationships rather than adding more cold outreach right now.

BAsk your manager to review a few of your recent calls or meetings and give you specific feedback on where deals are stalling.

CExpand your outreach significantly — the law of averages says more conversations will eventually produce a close.

DAnalyze each of the 15 conversations for patterns — what objection or stage is killing deals — then adjust your approach and increase activity simultaneously.

Question 3 of 30

Be honest: which of these sales activities gives you the most energy on a Monday morning?

ACalling a list of business owners who have never heard of us and starting conversations from scratch.

BFollowing up with warm prospects who showed interest last week and moving them toward a decision.

CMeeting a referral partner for coffee and exploring ways to send each other business.

DAttending a local business event where I might meet three or four good prospects.

Question 4 of 30

A banker you respect mentions that a business owner client of theirs has been asking about better accounting support. The banker seems open to helping. What's your next move?

AThank the banker and ask them to mention you next time they talk to the client — you don't want to seem pushy.

BAsk the banker if they'd be comfortable making a warm email introduction so you can follow up directly.

CAsk the banker for the owner's name and number, then call the same day and mention the banker by name.

DSend the banker some information about your firm to pass along and let them handle the introduction on their timeline.

Question 5 of 30

I enjoy the challenge of turning a cold contact into a warm conversation.

Strongly DisagreeStrongly Agree

Question 6 of 30

I can sustain high prospecting activity for weeks even when results are slow.

Strongly DisagreeStrongly Agree

Question 7 of 30

I regularly track my outreach activity numbers (calls, emails, meetings) to manage my pipeline.

Strongly DisagreeStrongly Agree

Question 8 of 30

I prefer to have control over building my own pipeline rather than relying on leads from others.

Strongly DisagreeStrongly Agree

Section 1 of 5

Question 27 of 30

Describe your typical prospecting week. What activities do you do, how many contacts do you reach out to, and how do you stay organized?

Tip: Specific numbers and tools are more helpful than general descriptions.

Question 28 of 30

Tell us about a referral relationship you built from scratch. Who was the partner, how did you develop it, and what resulted from it?

Question 29 of 30

Describe a time you lost a sale you thought you would win. What happened and what did you learn from it?

Question 30 of 30

This role requires building your own pipeline while a content marketing program grows behind you. Why does that opportunity appeal to you specifically?

Section 5 of 5

Submitting your assessment...

Please don't close this window.

Accounting Freedom · Payroll Freedom

Thank you,

Your assessment has been submitted successfully.
We review every submission personally and will be in touch within 5 business days.

What happens next

1

Our hiring team reviews your responses against our scoring guide

2

Top candidates are invited to a 30-minute phone screen

3

You hear from us either way — we respond to every applicant

Questions? Email us at careers@accountingfreedom.com

Sales AptitudeAssessment

Thank you,

Sales Aptitude
Assessment