SalesMax™

SalesMax™ for Selecting & Developing Sales Professionals

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/relationship sales role. SalesMax™ provides a “quick look” graph, a 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 and reference questions, and management suggestions.

Measures: Key Dimensions to the Sales Personality

Energy Level
Enthusiasm, hard work and visible effort

Follows Through
Completes tasks, while following through on commitments

Self Reliance
Takes charge and gets things done

Resilience
Able to handle rejection and criticism

Serious Minded
Responsible, business-like and professional

Optimistic
Positive, optimistic outlook and weathers adversity well

Sociable
Outgoing, enjoys client / customer contact

Assertiveness
Possesses a confident sales presence

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 consultative/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 consultative/relationship sales situations. SalesMax™ helps to target training needs that may be fine tuned through formal training or informal coaching.

• Prospecting / Pre-qualifying
  
• First Meeting / First Impression
  
• Probing/Presenting
  
• Overcoming Objections
  
• Influencing / Convincing
  
• 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.

• Control
  
• Money
  
• Freedom
  
• 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.

• Expertise
  
• Affiliation
  
• Security
  
• Achievement