Inside Sales Representative
Also known as: Inside Sales Executive · Desk Based Account Manager
Sells actively from the office to existing and new customers against a personal target, follows up leads by phone, and closes smaller orders independently.
The inside sales representative has an own customer list and target but works from the office by phone, email and video rather than visits. Unlike an internal sales representative, this role calls proactively and owns revenue rather than only enquiry handling. Selection treats the function as an internal desk without a target, so candidates are hired who handle enquiries reactively but cannot sustain calling blocks.
Competencies to measure
These are the behavioural and ability constructs in this profile. Each one shows which hrmforce questionnaire measures it.
| Competencies to measure | Target level | hrmforce instrument | Assessment method | Behavioural anchor at target level |
|---|---|---|---|---|
| Persuasiveness Competency (50-framework): Persuasiveness Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Chooses per counterpart the argument that matches their interest and checks along the way whether the agreement is genuine. |
| Client focus Competency (50-framework): Customer Focus Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | 360-degree feedback | Uncovers the real need behind a client question, makes a fitting proposal and checks after delivery whether it works. |
| Result orientation Competency (50-framework): Results-Orientation | N4 | Big Fifty, Competency Check, 360 Feedback | Personality questionnaire | Translates an assignment into measurable interim goals, measures progress and drops activities that do not contribute to the result. |
| Commercial capability Competency (50-framework): Commercial acumen Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Discusses additional services with existing customers on own initiative and records the revenue opportunity in the customer file. |
| Listening and probing Competency (50-framework): Listen | N4 | Big Fifty, 360 Feedback | 360-degree feedback | Summarises both the content and the feeling of the other party and probes until the real interest behind the request becomes visible. |
| Discipline and keeping commitments Competency (50-framework): Discipline | N4 | Big Fifty, 15PF, 360 Feedback | Personality questionnaire | Commits only to what is feasible, tracks own commitments and informs those involved as soon as a deadline comes under pressure. |
| Perseverance Competency (50-framework): Perseverance | N4 | Big Fifty, 15PF, Mental Resilience (4C) | Personality questionnaire | Keeps seeking alternative routes on a stalled case and involves others in that search on own initiative. |
| Market orientation Competency (50-framework): Market Orientation | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Links signals from customers and competitors to the own offering and proposes adjustments on that basis. |
| Recovery after setbacks Competency (50-framework): Stress resilience | N3 | Big Fifty, Mental Resilience (4C), 360 Feedback | Personality questionnaire | Analyses after a failed effort what went wrong, discusses it with those involved and starts a revised approach within a week. |
Short profile
The ten heaviest skills in this profile. The full profile with every skill, behavioural anchor and assessment method is in the download.
| T | Skill | Target level | Weight | Knockout | Assessment method |
|---|---|---|---|---|---|
| G | Persuasiveness | N4 | 5 | yes | Assessment centre |
| G | Client focus | N4 | 5 | yes | 360-degree feedback |
| G | Result orientation | N4 | 5 | no | Personality questionnaire |
| G | Commercial capability | N4 | 5 | yes | Assessment centre |
| V | Acquisition and lead generation | N4 | 5 | yes | Work sample test |
| V | Consultative selling | N4 | 5 | yes | Assessment centre |
| V | Account management | N4 | 5 | yes | Structured interview |
| V | Conversation management | N4 | 4 | no | Assessment centre |
| G | Listening and probing | N4 | 4 | no | 360-degree feedback |
| V | Negotiating | N4 | 4 | no | Assessment centre |
See all 26 skills in the full profile
Assessment instruments for this job
Competency Check
Behavioral-Level Competency Assessment
360 Feedback
Multiple assessments based on behavioral anchors
Big Fifty
Personality questionnaire, 150 items, 25 factors
Work sample test
Representative work sample under standardized conditions
Knowledge test (client-specific)
Professional knowledge test, customized for each client
Communication Styles
Preferred communication style
15PF
Personality Profile, a shorter alternative to the Big Fifty
Mental Resilience (4C)
Mental Resilience According to the 4C Model
Conflict Styles
Preferred style in conflict situations
Portfolio
Evaluation of prior work against fixed criteria
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