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AssessUSA will help you find, hire and retain sales people who have what it takes to outperform in a competitive environment
Our research in working with hundreds of thousands of sales people all over the world has proven that the selling profession requires qualities that not everyone has. The high turnover of salespeople in so many organizations simply reveals ineffective sales hiring and selection processes.
The reason for high turnover is that half the people hired for sales jobs should not have been hired; they had absolutely no chance of being successful. Only about a third of those with a chance for a successful sales career will achieve their potential because their skills are never properly developed or they are trying to sell the wrong product or service.
Any sales leader weary of witnessing the old 80-20 rule at work – 20% of the salespeople are nabbing 80% of the sales – can put a stop to that fatigue with two of our key assessments — the Profiles Sales Indicator and the Profile XT Sales. Think of them as a gentle one-two punch that doesn’t knock anyone down or out but effectively changes the hiring/training/coaching landscape.
This assessment measures the essential qualities of a salesperson, including:
- Competitiveness (how persuasive, confident and assertive is she?)
- Self-reliance (does he work independently?)
- Persistence (is she tough when necessary?)
- Energy (can he maintain the company’s pace with zest and enthusiasm?)
- Sales drive (can she envision success?).
"The Profile XT Sales Assessments have enabled our company to benchmark the performance standards in our sales executives so that we can strive to hire the best most productive candidates in the shortest amount of time. It saves us about $45,000 each time we can avoid hiring the wrong person. In addition, the Internet application with onscreen administration, instant analysis and report generation makes administration very easy and efficient."
- Howard Falkow, Director of Human Resources
Sales managers often cannot say what makes the company stars shine and that is where the benefits of the PSI begin. The PSI analyzes your existing salespeople to produce a profile of what it takes to be a successful salesperson in your organization. Using your prospective salesperson’s responses to a 15-20 minute online survey and comparing these results with the profile of your most successful salespeople, the PSI can predict on-the-job performance in these critical sales disciplines
- Prospecting
- Closing Sales
- Call Reluctance
- Self-starting
- Teamwork
- Building and Maintaining Relationships
- Compensation Preference
These predictions can help attack that 80-20 rule at the front end of the hiring process.
Companies clearly need an advantage in recruiting, hiring and retaining top performers. The Profile XT Sales puts sales leaders in prime position through its identification, development and retention capabilities.
This assessment gives key information on a person’s thinking style, behavioral characteristics and occupational interests. Its use extends beyond the job candidate to current employees, predicting which ones should play a role in strategic succession planning.
Beyond recruitment, the assessment is a carefully honed tool to help sales executives shape sales teams with training that allows them to not just meet their goals, but surpass them. Managers use Profile XT Sales for placement, training program selection, promotion and sales coaching.
In the ideal world, all salespeople are enthusiastic, highly trained and perfectly suited to their jobs, where they reap daily success. Companies see little to no turnover in the sales force, and are able to bring out new products regularly to meet customer needs. In this perfect scenario, the 80-20 rule has evaporated.
That world is still a dream, but the PSI and Profile XT Sales are the very real tools that will help sales
leaders near the ideal and overcome the wearisome rule of a few superstars reaping all of the success.
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