Profile Sales Assessment ™
The 20-second overview:
Measures: Key qualities that make successful salespeople:
• 20 Performance Indicators
• 7 Critical Sales Behaviours
Time to take: Less than 60 minutes
Customizable:
Develops peak Sales Performance Models by:
• Company
• Sales Position
• Manager
• Geography
Used for:
• Selection and Hiring
• Management - coaching and motivation
• Promotion Fit / Succession Planning
| Performance Model Comparison | Candidate Matching | Summary Graph |
| Interview Guides | Individual Profile | Individual Graph |
| Strategic Workforce Planning | Comparison Summary |
Validation Studies: 1999, 2000, 2001, 2003, 2005, 2006, 2007, 2008, 2010
The Problem
It has long been accepted that 80 percent of all products and services are sold by 20 percent of the salespeople. The so called "80/20" rule is a challenge to all sales executives who strive to build exceptional sales organization.
"80/20" rule forever. The Profiles Sales Assessment measures the essential performance indicators and sales behaviours of salespeople.
When people make an honest efforts to do a good job and fail, it is usually because they were in jobs they did not fit. Matching people with the work they do is a primary mission of Profiles.
An analysis of people working sales shows over half of them are miscast. They lack the basic qualities required for success in sales and should be doing something else for a living. Of those remaining, half could success in sales, but, at the moment, they are selling the wrong product or service. That leaves 20 to 30 percent of salespeople who are in job they fit. These are the people who sell about 80 percent of the world's products and services.
Final Analysis
This suggest about half of the people in sales should never have been hired for sale jobs in the first place and another 25 percent should have been hired to sell something else. Thus, the typical employer may be making three hiring mistakes for each correct one. Obviously, the best place to attack the "80/20" rule in in the hiring process.
The Solution
When hiring salespeople, the objective is to hire only those who have the characteristics of the top 25 percent. The challenge is to find an instrument that can assess those characteristics with a high degree of accuracy. The Profiles Sales Assessment is the solution and it measures and predicts the key qualities and sales behaviours desired. Empirical data can be used to develop a pattern that will tell you how well a job candidate matches your successful salespeople.
The Goal
* Increased sales and profits
* Higher retention of the right salespeople
* Improved customer relationships
* More sales per salesperson