Profiles Sales IndicatorTM is a tool for selecting, managing, and training salespeople. It measures five key qualities of successful salespeople and predicts performance in seven critical sales behaviors. Using the Profiles Sales Indicator to build and develop a sales organization can result in record-breaking productivity, retention of top performers, and exceptional profitability. 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. Why guess at hiring sales professionals? We offer two types of sales assessments. A business to consumer (B2C)assessment measuring sales personality traits and a business to business (B2B) assessment that adds key cognitive skill analysis to more complex sales and higher ticket selling situations. Sales Indicator for B2C Sales The Profiles Sales Indicator™ provides a means of selecting people who have the five qualities that make salespeople successful: It also predicts on-the-job performance in seven critical sales behaviors: Profile XT for B2B Sales Want to view a sample report? 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.
The answer is inside your top sales producers! Measure their core sales competencies, validate against bottom performers and learn from both groups! Sales Managers have more objective insight into core competencies of top producers and what to look out for in poor producers.
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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.