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Sales People Selection

One of the biggest challenge that a business faces is the effective selection and recruitment of salespeople. Many organizations invest in seminars about “how to motivate a sales force”, or “improving sales performance” or invest in more sales tools,  but miss the fact that the most important element in developing an effective sales force is selecting individuals with known behavior characteristics required to be a successful sales person. 

Using The Profiles Sales Indicator™ tool, an organization can:

  • Objectively assess the sales candidates behaviors that are critical to success
  • Predict job performance in vital sales parameters
  • Develop a more effective sales team

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 also 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.

This conclusion represents a tremendous opportunity for businesses wishing to improve their sales efforts If you are like most organizations, 75% of your sales force is lacking the needed characteristics to be a high performing sales person. Changing this ratio is the key to improvement.

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 common 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 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.

If you would like more information on Sales People Selection, please contact us or call us, we would love to talk to you.