 Profiles
Sales Indicator™
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.
Download a Profiles Sales Indicator Mangement Sample Report
Download a Profiles Sales Indicator Individual Sample Report
How the Profiles Sales Indicator™ Works
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 behaviors: Prospecting, Closing Sales, Call Reluctance,
Self-starting, Teamwork, Building and Maintaining Relationships,
and Compensation Preference.
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 job match pattern that will tell you how well a job candidate matches
your successful salespeople.
Benefits of using the Profiles Sales Indicator™
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.
Download a Profiles Sales Indicator Mangement Sample Report
Download a Profiles Sales Indicator Individual Sample Report
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