FREQUENTLY ASKED QUESTIONS
Questions about sales performance psychology and Acuity
SALES PERFORMANCE PSYCHOLOGY
Understanding the human factors behind sales performance
Sales Performance Psychology examines the motivations, behaviours and interpersonal capabilities behind those differences.
Sales Performance Psychology is the application of business psychology and behavioural science to commercial performance. It helps organisations understand the motivations, sales behaviours and interpersonal capabilities that influence how effectively people sell, build relationships and sustain performance.
The resulting evidence can support better recruitment, development, coaching and sales transformation decisions.
Traditional sales consultancies often concentrate primarily on process, methodology, skills or activity. Bloojam examines the human factors that determine how consistently people can apply those approaches in practice.
We combine business psychology, commercial experience and behavioural evidence to identify why performance varies, which capabilities distinguish stronger performers and where focused action will make the greatest difference.
Bloojam primarily supports organisations operating in complex B2B and consultative sales environments, particularly where success depends on building trust, influencing stakeholders and creating value beyond technical expertise.
Our clients include technology businesses, professional-services firms and organisations with strategic account-management or client-facing teams.
No. Assessment provides the evidence, but the purpose is to improve decisions and performance.
Bloojam combines Acuity with consultancy, benchmarking, recruitment support, development planning, coaching, team insight, sales transformation and accredited practitioner training. The precise approach depends on the commercial challenge the organisation is trying to solve.
Acuity is Bloojam’s behavioural assessment for complex and strategic sales roles. It helps organisations understand the human factors influencing how people approach customers, progress opportunities, build relationships and sustain their performance.
Acuity can be used to support recruitment, development, coaching, benchmarking and wider sales-transformation programmes.
Acuity measures nine capabilities across three connected areas:
Personal Drive (WHY) examines the motivation, goal focus and self-belief that sustain effort and resilience.
Sales Focus (WHAT) examines how sellers gather insight, educate customers and drive opportunities forward.
Interpersonal Insight (HOW) examines perspective taking, interpersonal style and connectedness when working with customers and colleagues.
Together, these areas provide a rounded view of how an individual is likely to approach a complex sales role.
Acuity is a psychometric assessment, but it is not a general-purpose personality questionnaire. It has been developed specifically around the motivations, behaviours and interpersonal capabilities required in complex sales environments.
Its purpose is not to assign people a personality type. It provides role-relevant evidence that can be interpreted alongside interviews, experience, performance information and other organisational data.
Acuity is particularly relevant to strategic, consultative and relationship-led sales roles where success depends on more than product knowledge or following a defined sales process.
It has been used with salespeople, business-development professionals, account managers, consultants, advisers, partners and other client-facing professionals.
Many sales assessments concentrate on experience, knowledge, generic competencies or a single sales style. Acuity examines the underlying motivations, sales behaviours and interpersonal capabilities that influence how consistently someone can perform.
It also provides a shared evidence base that organisations can use across recruitment, onboarding, coaching, development and team benchmarking.
ABOUT ACUITY
Measuring what really drives sales performance
USING ACUITY
From behavioural evidence to focused action
Acuity helps organisations define what effective performance looks like for a particular sales role and assess candidates against the relevant behavioural requirements.
The results can inform structured interview questions, highlight areas requiring further exploration and provide evidence that complements experience, track record and other selection information. Acuity should support—not replace—a considered recruitment decision.
Acuity gives individuals and managers a shared language for discussing sales capability. Reports highlight potential strengths, development priorities and practical areas for exploration.
This helps organisations focus development investment, personalise action plans and hold more specific coaching conversations instead of relying on generic sales training.
Yes. Individual results can be combined to identify patterns across a team or wider sales population. This can reveal shared strengths, potential risks and capability gaps that may not be apparent from performance figures alone.
The findings can inform team development, leadership priorities, onboarding, sales enablement and workforce planning.
Acuity can establish a behavioural baseline before a new sales strategy, operating model or customer proposition is introduced.
It helps translate the intended change into clear behavioural expectations, identify where support may be required and evaluate whether capability is changing over time.
Yes. Where appropriate performance data is available, organisations can explore relationships between Acuity capability and commercial outcomes.
This can help identify the behaviours associated with stronger performance and create more relevant benchmarks for recruitment and development. Results should always be interpreted carefully and within the organisation’s particular context.
Yes—arguably more than ever. AI can improve access to information and automate parts of the sales process, but customers still value human judgement, credibility, empathy and the ability to navigate complex decisions.
Acuity helps organisations understand and develop the distinctly human capabilities that enable sellers to use technology effectively while building trusted customer relationships.
The Acuity report suite currently includes:
Participant Report – accessible feedback to help individuals understand their strengths, development priorities and sales behaviour.
Manager Report – narrative feedback, coaching guidance and practical questions to support recruitment and development conversations.
Technical Report – a data-focused profile chart providing the detailed information required by appropriately qualified psychometric practitioners.
The appropriate report will depend on the purpose of the assessment and the qualifications of the person interpreting it.
Participant and Manager Reports can be purchased without completing formal psychometric training, although Bloojam recommends that results are interpreted by somebody who understands Acuity and responsible assessment practice.
Access to the Technical Report requires appropriate test-user training and Acuity certification.
If you do not already hold a relevant BPS Test User qualification, the Full BPS Test User Training route provides the required foundations in occupational ability and personality assessment before introducing Acuity.
If you already hold the BPS Test User: Occupational, Ability & Personality qualification—or an accepted equivalent—the shorter Acuity Conversion Course is the appropriate route.
The full training route leads to the nationally recognised BPS Test User: Occupational, Ability & Personality qualification together with Acuity certification.
The conversion route provides Acuity certification for practitioners who already hold an appropriate psychometric testing qualification. It does not provide a new BPS Test User qualification.
Training is delivered in partnership with Psysoft.
The full route combines Psysoft’s BPS Test User training with Acuity-specific interpretation and application. The Acuity Conversion Course is a focused workshop for experienced psychometric practitioners and can be delivered virtually or in-house.
Bloojam provides practical support as practitioners begin using Acuity, including guidance on selecting reports, interpreting results and applying the evidence in recruitment, development, coaching and team settings.
Additional consultancy, feedback and organisational analysis can also be provided where required.