IDENTIFY SUPERIOR SALES PERFORMERS IN:
Business-to-Business
Sales
Vertical Markets
Niche Markets
Tangible Products
Intangible Products
Service Sales
SALESMAX SUMMARY
Validated Pre-employment
Surveys
Measures Job Personality
Competencies
Measures Job Abilities
Competencies
Detailed Candidates
Reports
Interview Probe Questions
and Guides
Development
Recommendations and
Action Plan
BENEFITS
Ability to access from virtually anywhere in the
world.
Fast and easy to use - No mailing or faxing.
Completed by the candidate at your location or
at home via the Internet.
The report is processed quickly.
The report is easy to read and understand.
SALESMAX REPORT PROVIDES:
"Quick look" graph
Candidates' strengths and weakness
Overall predictive score
Candidates' odds of being in the top 50% of
your present sales team
Interview guide
Management suggestions
FORMATS: Online
Paper & Pencil --> Online Input
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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.
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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.
MEASURES:
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
SalesMax Helps Identify Salespeople Who:
o Have the potential to perform in the top fifty
percent of a sales team
o Have personality characteristics which impact
sales success
o Understand effective strategies in relationship
selling
o 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.
o Prospecting / Pre-qualifying
o First Meeting / First Impression
o Probing/Presenting
o Overcoming Objections
o Influencing / Convincing
o Closing
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.
o Expertise
o Affiliation
o Security
o Achievement
o Control
o Money
o Freedom
o 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. |
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