Profile
Sales Indicator™
The
Profiles Sales Indicator™ is an excellent tool for
identifying people with the attributes for success in sales careers.
By measuring factors such as competitiveness, persistence, energy,
and sales drive, this assessment helps you build a more productive
sales force. Recruit high achievers who will break goals, increase
market share, and drive profits higher. The Profiles Sales
Indicator™ is administered on the Internet or paper-pencil.
The
"80/20 Rule" says that 80% of all products and services
are sold by just 20 percent of the salespeople. This presents
a challenge to sales executives who direct teams of salespeople.
An analysis of several sales organizations reached the conclusion
that about half of the people in the study lacked the behavioral
characteristics required to effectively perform the duties that
sales jobs call for. They should never have been hired for sales
positions in the first place. The study found that of the remaining
50%, half had the potential for success in sales, but were not
hired to sell the right kind of product or service. The study
concluded that only about 25% of those working in sales position
have a good match with the work they are doing. Thus, the "80/20
Rule" is only "valid" because people lacking sales
essentials get hired and others are not matched with the right
products or services.
The
Profiles Sales Indicator™ provides a means of selecting
people who have the five qualities that make salespeople successful:
Competitiveness, Self-reliance, Persistence, Energy, and Sales
Drive. It also predicts on-the-job performance in seven critical
sales behaviors: Prospecting, Closing Sales, Call Reluctance,
Self-starting, Teamwork, Building and Maintaining Relationships,
and Compensation Preference.
The
Profiles Sales Indicator™ can be customized by company,
sales position, department, manager, geography, or any combination
of these factors. Empirical data can be used to develop a pattern
that will tell you how well a job candidate matches your successful
salespeople.
The
Profiles Sales Indicator™ is easy to use. It can be
taken in just 15-20 minutes and produces clear, readable reports
that are direct and to the point. These reports can be used for
selecting, managing, and training salespeople more effectively.
This tool provides objective data for developing a more effective
sales team, one person at a time.
