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Menu:
Updates:
December 2008:
Study proves that Managers rarely understand the Success Factors of their employee
November 2008:
Perhaps if I starve the patient
that will make them stronger
October 2008:
Developing Courageous Leaders
September 2008:
Low Cost Employee Perks that won't punish your bottom line
August 2008:
Lessons of the Square Watermelon
July 2008:
Maybe you should ask your employees!
June 2008:
Why is JobFit so important?
May 2008:
Career Coach for Students/Executives
Sales Indicator
The Profiles Sales Indicator is an outstanding instrument for selecting, managing, and training salespeople. It measures five key qualities of successful salespeople and predicts performance in seven critical sales behaviours.
The Profiles Sales Indicator™ is the most effective sales skills assessment.
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 organisations reached the conclusion that about half of the people in the study lacked the behavioural 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 a 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 behaviours: Prospecting, Closing Sales, Call Reluctance, Self-starting, Teamwork, Building and Maintaining Relationships and Compensation Preference.
The Profiles Sales Indicator can be customised 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.
Click here to request more information on the Profiles Sales Indicator
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