SalesMax for Selecting & Developing Salespeople
SalesMax was developed using criteria critical to sales success. It measures how a candidate will do the job, why they will want to do the job and what they know about consultative sales process at the present time. This pre-employment assessment for sales professionals allows you to evaluate a candidate's fit within a consultative sales role. SalesMax provides a quick look graph, candidate's overall predictive score and their strengths and weakness. It indicates the candidates probability of producing in the top 50% of the sales team. Additionally, it will provide interview / reference questions, and management suggestions. SalesMax is easy to administer and use.
Candidates are able to log-in to the SalesMax testing site from virtually anywhere around the world. Manage the assessment database, evaluate candidates and print the reports using any Internet connection. SalesMax subscribes to American Psychological Association (APA) and EEOC guidelines.
Key Dimensions to the Sales Personality o Energy Level
Enthusiasm, hard work and visible effort o Follows Through
Completes tasks, while following through on commitments o Self Reliance
Takes charge and gets things done o Resilience
Able to handle ejection and criticism o Serious Minded
Responsible, business-like and professional o Optimistic
Positive, optimistic outlook and weathers adversity well o Sociable
Outgoing, enjoys client / customer contact o Assertiveness
Possesses a confident sales presence need to add image link from original SalesMax Helps Identify Salespeople Who:
- Have the potential to perform in the top fifty percent of a sales team
- Have personality characteristics which impact sales success
- Understand effective strategies in relationship selling
- Are motivated more closely by a company's compensation or commission plan
Key Dimensions of Sales Knowledge:
SalesMax measures candidate knowledge of effective strategies for various sales situations. Experienced candidates should score well in this area to be considered for hire. For the inexperienced or poorly trained candidate, SalesMax helps to target training needs.
- Prospecting / Pre-qualifying
- First Meeting / First Impression
- Overcoming Objections
- Influencing / Convincing
Key Dimensions of Sales Motivations:
Without proper motivation, even the best candidate may fail. The motivations section of SalesMax will help you gauge the fit between the candidate's motivational needs, his or her manager's supervisory style, and the rewards available in our organization.
- Developing Development Report for Your Current Salespeople
In addition to the Selection Report, SalesMax can also produce a Development Report. The Development Report is designed to help current employees capitalize on strengths and improve weaknesses, through the Developmental Action Plan.