Professional Sales Assessment

Presented to: Web Visitor

by Rob McKay MA(Hons)

AssessSystems Aust/NZ Ltd

What is SalesMax?

Targeted assessment for professional sales candidates

Focuses only on those factors most applicable to a consultative sales role

A comprehensive, web-based assessment tool designed to:

Identify candidates who are most likely to achieve above average success in professional sales

What is SalesMax?

Provides information about:

Sales Personality -- relatively stable characteristics that do not change easily over time

Sales Knowledge -- understanding of effective behaviors and strategies at key stages of the sales cycle

Sales Motivations -- personal motivators to help in managing and motivating the candidate

How Was SalesMax Developed?

Sales Representatives from fourty five participating organisations completed the preliminary SalesMax Survey (1997)

Sales Managers completed special performance ratings on each participant. Ratings were aligned to constructs in SalesMax.

Analysed relationship between survey responses and performance

Validated the personality components and created a Success Profile

Sales Success Profile

Eight Personality Characteristics:

Energy

Sociability

Expressiveness

Resilience

Self-Reliant

Accommodating

Positive about People

Assertiveness

Follow Through

Optimism

Serious-Minded

These last 3 characteristics did not predict performance, however were left in for managing purposes

Sales Knowledge

Sales knowledge – scenario based

Prospecting/Pre-qualifying

First Meeting/Impressions

Probing/Presenting

Overcoming Objections

Influencing/Convincing

Closing

Sales Knowledge

Candidate results normed in relation to experienced, consultative sales representatives

Relative importance of these results depends upon background, experience and training/support offered by the hiring organisation

Sales Motivations

Sales Motivations - forced ranking

Recognition/Attention

Control

Money

Freedom

Developing Expertise

Affiliation

Security/Stability

Achievement

Sales Motivations

Candidate results indicate highest and lowest motivational areas

While not a “select-in” factor, this information influences how the candidate might be managed

How Does SalesMax Work?

The Process Is Quick and Easy

Candidate signs a Statement of Informed Consent

Completes the survey in about an hour

Internet

Paper and Pencil

System software scores the survey

A Selection or Development report is produced immediately

Anywhere, anytime, with an Internet connection

SalesMax Reports - Selection

Reports Include:

Graphic Profile

Template

Potential Sales Success (probability of success)

Insights Into Assets and Potential Liabilities

Interview Probes

Management Suggestions

Email Us For A Selection Sample Report

SalesMax Reports - Development

Reports Include:

Graphic Profile – Personality, Knowledge & Motivations

Insights Into Assets and Potential Liabilities

Development Suggestions based on your Personality, Sales Knowledge & Motivations

Development Action Plan – Build on strengths, develop weaknesses

Has accompanying 3 hour Sales Development Group Workshop, inclues Workbook

Email Us To See Development Sample Report

SalesMax Profile

SalesMax Advice

SalesMax Product Differentiation

Comprehensive Assessment of:

Personality

Knowledge

Motivations

Interview Probes to Assist With Selection

Validated Standard Success Profile Provides Probability of Success Estimate

SalesMax Product Differentiation (Continued)

Web-based Assessment Tool

Customisation and Validation for Clients

Subscribe to APA and EEO guidelines

Continued, Validation, Development and Refinement of Product By Licensed Psychologists

Immediate results – emailed or faxed

SalesMax Will Decrease Sales-Person Turnover & Maximise Sales Revenue

Since 1997, and around 40,000 tests later, SalesMax is helping companies worldwide select the right sales person first time.

As with any assessment tool, you must balance the results with the traditional selection trio of CVs, Structured Interviewing and Reference Checking.

The investment - $198 plus GST a report. Discounts for volume users.

Results emailed to you within two hours following testing

INTERESTED IN THE TECHNICAL STUFF? – Go to our Technical Web page at www.assess.co.nz

Validation Results

AAAvvvoooiiiddd 000---111888 ...888777

OOOKKK 111999---222333 ...999444

GGGooooooddd 222444---222666 ...999777

BBBeeetttttteeerrr 222777---333333 111...000444

BBBeeesssttt 333444---444555 111...222111

Advice Score Range Avg. Sales Ratio

Representatives scoring at higher index ranges had significantly better sales results

Validation Results

Range Score Probability of Success

Avoid 0 - 18 16%

OK 19 - 23 46%

Good to Best 24 - 45 67%

Probability of sales success - based on a weighted index