Sales Max Presentation

SalesMax for Hiring Top Performing Salespeople,[object Object],Achieving Sales Success at,[object Object]

Topics,[object Object],Introduction ,[object Object],Your needs,[object Object],SalesMax,[object Object],Hire The Best,[object Object],Validation Study,[object Object],Develop Excellence,[object Object],Summary,[object Object]

Your Needs,[object Object],A process to assist HR and managers in selecting top performers,[object Object],Tools to help identify those with the greatest potential to succeed,[object Object],Resources to make the process easy to use for HR and hiring manager,[object Object],A tool for developing the current sales force,[object Object],Identify strengths and key developmental needs,[object Object],Development resources for salespeople,[object Object]

Background,[object Object],We represent a firm of organizational psychologists and consultants.,[object Object],This firm has a thirty year history of providing organizations with selection and development solutions to meet their business needs.,[object Object],In the past 15 years they have steadily grown into an international consulting & assessment presence ,[object Object],Extensive experience serving large, medium and smaller clients,[object Object],Their staff people are:,[object Object],Organizational psychologists,[object Object],Management consultants,[object Object],Software designers,[object Object],Service professionals,[object Object]

Our Areas of Expertise,[object Object],Provide selection and development solutions to meet the business needs of our clients,[object Object],Competency modeling,[object Object],Executive assessment and coaching,[object Object],Test validation and integrated selection programs,[object Object],Succession planning & development programs,[object Object],Web-based assessment tools,[object Object],We offer solutions tailored to all levels of the organization,[object Object],Executives,[object Object],Senior Managers,[object Object],Managers / Supervisors,[object Object],Professionals,[object Object],Associates,[object Object]

Positioning ,[object Object],“Scientist-Practitioners”,[object Object],Licensed Industrial/Organizational Psychologists ,[object Object],Test validation focuses on criterion-related validation (I.e., predicting job performance measures) Not benchmarking or simple statistical analysis using a Stat program,[object Object],“Client-Centric” Approach,[object Object],Treat each client as a unique engagement ,[object Object],Develop customized assessments, if necessary,[object Object],Provide supporting services around selection & development offerings,[object Object],Support clients through a team of consultants, technologists and customer service representatives,[object Object]

Sales Research,[object Object],Actively researched “sales personality” since the mid-1980s. ,[object Object],Developed and refined sales success tools since 1992. ,[object Object],Researched sales across levels and industries,[object Object],Retail Sales, Telemarketing, Consultative Sales, One call sales,[object Object],Identified certain characteristics that contribute to success in most types of sales positions,[object Object],Assertiveness, Energy, Sociability, etc.,[object Object]

Representative Clients and Ongoing Research Projects,[object Object]

Comprehensive Approach,[object Object],To understand effective sales behavior, you must understand the whole person…,[object Object],Innate – How,[object Object],Personality,[object Object],Learned – What,[object Object],Knowledge,[object Object],Skills,[object Object],Experience,[object Object],Personal Motivators - Why,[object Object]

SalesMax…Select and Develop Top Sales Talent,[object Object]

SalesMax,[object Object],Targeted assessment for sales professionals,[object Object],Focuses only on those factors most applicable to a consultative/relationship oriented sales role,[object Object],A comprehensive, web-based assessment tool designed to aid in selection and development,[object Object],Selection Report – identifies candidates who are most likely to achieve above average success in professional sales,[object Object],Developmental Report – helps current employees to identify strengths and developmental areas and guides them in constructing a personal development plan to achieve success,[object Object]

SalesMax Measures,[object Object],Sales Personality,[object Object],Relatively stable characteristics that do not change easily over time,[object Object],Energy,[object Object],Sociability,[object Object],Expressiveness,[object Object],Resilience,[object Object],Assertiveness,[object Object],Follow Through,[object Object],Optimism,[object Object],Serious-Minded,[object Object]

SalesMax Measures,[object Object],Personality Scale,[object Object],Example of Low Level,[object Object],Example of High Level,[object Object],Energetic ,[object Object],Follows Through,[object Object],Optimistic ,[object Object],Resilient ,[object Object],Lack of urgency, slow to complete work,[object Object],Undependable ,[object Object],Negative, pessimistic outlook ,[object Object],Sensitive to criticism and rejection ,[object Object],Enthusiasm, hard work, visible effort,[object Object],Completes tasks, follows through on commitments,[object Object],Positive, optimistic outlook; Weathers adversity well,[object Object],Thick-skinned; able to handle criticism and rejection well,[object Object]

SalesMax Measures,[object Object],Personality Scale,[object Object],Example of Low Level,[object Object],Example of High Level,[object Object],Assertive ,[object Object],Social ,[object Object],Expressive ,[object Object],Serious-Minded ,[object Object],Difficulty exerting influence, taking charge or asking for the sale ,[object Object],Shy, more of a loner than a people person,[object Object],Reserved, may have difficulty displaying enthusiasm,[object Object],Makes decisions too quickly or takes unnecessary risks,[object Object],Possesses a confident sales presence,[object Object],Outgoing, enjoys client/customer contact,[object Object],Free and easy conversational style,[object Object],Serious-minded, businesslike and professional,[object Object]

Personality Scale,[object Object],Example of Low Level,[object Object],Example of High Level,[object Object],Self-Reliant ,[object Object],Accommodating ,[object Object],Positive About People,[object Object],Lacks initiative ,[object Object],Overly competitive, aggressive and disagreeable ,[object Object],Distrustful, negative view of people and their intentions,[object Object],Takes charge, gets things done,[object Object],Win-win style,[object Object],Balanced outlook regarding people and their intentions,[object Object]

SalesMax Measures,[object Object],Sales Knowledge,[object Object],Scenario-based questions measure understanding of effective strategies at key stages of the sales cycle,[object Object],Prospecting/Pre-qualifying,[object Object],First Meeting/Impressions,[object Object],Probing/Presenting,[object Object],Overcoming Objections,[object Object],Influencing/Convincing,[object Object],Closing,[object Object]

SalesMax Measures,[object Object],Sales Knowledge,[object Object],Description,[object Object],Identifying sales prospects and pre-qualifying them.,[object Object],Recognizing the importance of first impressions in initiating positive and productive sales relationships.,[object Object],Developing a clear understanding of the customer's specific needs.,[object Object],Problem solving and overcoming objections.,[object Object],Convincing the customer of the value of company products and/or services.,[object Object],Negotiating and closing the sale.,[object Object],Prospecting / Pre-qualifying,[object Object],First Meetings / First Impressions,[object Object],Probing / Presenting,[object Object],Overcoming Objections,[object Object],Influencing/Convincing ,[object Object],Closing ,[object Object]

SalesMax Measures,[object Object],Sales Motivations,[object Object],Through a forced-ranking approach, candidates reveal their key motivational drivers,[object Object],Recognition/Attention,[object Object],Control,[object Object],Money,[object Object],Freedom,[object Object],Developing Expertise,[object Object],Affiliation,[object Object],Security/Stability,[object Object],Achievement,[object Object]

SalesMax Measures,[object Object],Motivator,[object Object],Description,[object Object],Extent to which one values recognition for work well done; enjoys being the center of attention.,[object Object],Extent to which one prefers positions of leadership or control. Likes to be in charge.,[object Object],Extent to which one is motivated by financial rewards, such as money and material possessions.,[object Object],Extent to which one values personal freedom to make decisions and function independently.,[object Object],Recognition/Attention ,[object Object],Control ,[object Object],Money ,[object Object],Freedom ,[object Object]

SalesMax Measures,[object Object],Motivator,[object Object],Description,[object Object],Extent to which one values becoming an expert and perfecting skills within a chosen field.,[object Object],Extent to which one is motivated by interactions with other people. Enjoys helping and other people. ,[object Object],Enjoys helping and dealing with people,[object Object],Extent to which one is motivated by stability and security in life and in career.,[object Object],Extent to which one is motivated by overcoming successive challenges; enjoys challenges for their own sake.,[object Object],Developing,[object Object],Expertise,[object Object],Affiliation ,[object Object],Security/Stability ,[object Object],Achievement,[object Object]

SalesMax Research,[object Object],Designed based on,[object Object],10+ years experience assessing professional sales candidates,[object Object],Input from top sales experts/trainers,[object Object],Published sales literature,[object Object],Originally validated with 3 organizations,[object Object],Business services,[object Object],Office products/services,[object Object],Home remodeling/building,[object Object]

SalesMax Results,[object Object],Original Validation Sample,[object Object],Salespeople with top SalesMax scores sold 34% more than bottom scorers ,[object Object]

Probability of Success in Sales,[object Object],Range Score Probability of Probability of Bottom Half Top Half Performers Performers ,[object Object],Avoid 0 – 18 84.2% 15.8% ,[object Object], OK 9 – 23 53.8% 46.2%,[object Object], Good 24 -26 33.3% 66.7% ,[object Object], Better 27 -33 32.0% 67.8% ,[object Object], Best 34 -45 33.3% 66.7%,[object Object],Opportunity for Sales Success,[object Object]

SalesMax Results,[object Object],Fortune 500 Insurance Company,[object Object],By selecting those with scores of 25 and higher, mean sales for the selected group would be $4,895,083 for an average improvement in sales of $1,146,113 per sales rep.,[object Object]

SalesMax Results,[object Object],Sales of Consulting Services,[object Object],Those who “passed” SalesMax had double the gross profit as compared to low scorers,[object Object]

SalesMax Results,[object Object],Advertising Sales,[object Object],Low scorers (Avoid) sold less than 10% of goal versus over 90% of goal to top scorers (Best).,[object Object]

SalesMax Results,[object Object],Mortgage Loan Officers,[object Object],Top scorers (Best) had sales volumes that were double that of bottom scorers (Avoid),[object Object]

SalesMax Results,[object Object],Commercial Lines Insurance,[object Object],Top scorers sold almost double compared to bottom performers,[object Object]

A Complete e-Solution,[object Object],Candidate logs-in to our secure Survey Site,[object Object],Affirms a Statement of Informed Consent,[object Object],Completes the survey in about an hour,[object Object],Client logs-in to our secure User Site,[object Object],System software scores the survey,[object Object],A report is produced immediately,[object Object],Anywhere, anytime, with an Internet connection ,[object Object]

SalesMax Selection Reports,[object Object],Graphic Profile,[object Object],Success Profile,[object Object],Selection Advice,[object Object],Probability of Sales Success,[object Object],Assets and Potential Liabilities,[object Object],Interview & Reference Probes,[object Object],Management Suggestions,[object Object]

SalesMax Selection Reports,[object Object],Graphic Profile,[object Object],Success Profile,[object Object],Selection Advice,[object Object],Probability of Sales Success,[object Object],Assets and Potential Liabilities,[object Object],Interview Probes,[object Object],Management Suggestions,[object Object]

SalesMax Development Reports,[object Object],Graphic Profile,[object Object],Detailed Feedback,[object Object],Personality,[object Object],Knowledge,[object Object],Motivations,[object Object],Developmental Suggestions,[object Object],Action Plan Guidance,[object Object]

Use Standard Version of SalesMax ,[object Object],Assess Systems will conduct a Job Analysis for a reasonable investment,[object Object],Identify areas where Behavioral Interview Questions can be helpful,[object Object],Develop Behavioral Interview Questions with management,[object Object],Build a Behavioral Interview based on the Job Analysis,[object Object],Incorporate the Behavioral Interview within the SalesMax report,[object Object]

Validation by Licensed Psychologists,[object Object],Includes These 9 Steps,[object Object],Job Analysis,[object Object],SalesMax Survey administration,[object Object],Supervisor Rating collection,[object Object],Compiling Performance data,[object Object],Data analysis,[object Object],Validate a custom SalesMax success profile,[object Object],Customize SalesMax report,[object Object],Construct Interview Guide,[object Object],Report and documentation,[object Object]

Understand the Job First,[object Object],Review Existing Documents,[object Object],Job descriptions, training manuals, etc.,[object Object],Facilitate Focus Group(s),[object Object],Include job expert, such as top performers, sales managers, strategic visionaries,[object Object],Define the key success factors for the job,[object Object],Understand how the job and organization are changing,[object Object],Document results,[object Object],Results guide…,[object Object],Data collection,[object Object],Selection and Development programs,[object Object],Customization of assessment tools,[object Object]

Process Design,[object Object],Your Organization’s SalesMax Success Profile,[object Object],Construct based on job data,[object Object],Answers “who will be successful” specific for your specific job and company,[object Object],Validate predictiveness using SalesMax and performance data from study,[object Object],Control for any adverse impact,[object Object],Construct Interview,[object Object],Construct new or integrate existing interview,[object Object],Structured, behavior-based interview,[object Object],Focused on key competencies,[object Object],Integrated into SalesMax report,[object Object]

Gather Validation Information,[object Object],SalesMax,[object Object],SalesMax survey completed by 150 – 300 members of sales force,[object Object],Easy web administration, takes about 1 to 1 ½ hours,[object Object],Objective Performance Data,[object Object],Compile existing sales volume and market data,[object Object],Supervisor Ratings,[object Object],Special ratings, not annual performance reviews,[object Object],Collected in facilitated sessions, either live or by telephone,[object Object],Yields a much higher quality data – greater accuracy,[object Object]

Report & Apply Results,[object Object],Summarize,[object Object],Group summaries of all measured areas,[object Object],Apply Results,[object Object],Design selection process,[object Object],Customize assessment tools,[object Object],Validate predictiveness of tools ,[object Object],Plan development,[object Object]

Hire the BestTypical Validation projects range from $$75,000. to $100,000.Assess Systems will conduct a typical validation study for $55,000.00,[object Object]

Typical Hiring Process,[object Object],Targeted Recruiting,[object Object],Pre-Screen,[object Object],Review of application and resume,[object Object],Brief telephone interview for basic qualifications,[object Object],SalesMax Assessment,[object Object],Candidate completes on the Web, anytime, anywhere,[object Object],Results are reviewed and top few candidates invited for interview,[object Object],Interview(s),[object Object],Structured, behavior-based and focused on key success factors,[object Object],Interview guide integrated into SalesMax report,[object Object],Interview Guide includes individualized probes based on assessment results,[object Object],Hiring Decision,[object Object]

Benefits to the Organization,[object Object],Fewer expensive hiring mistakes,[object Object],The cost of a bad hire is typically estimated at 1 to 1 ½ times annual compensation,[object Object],Increased sales performance,[object Object],By avoiding the potentially worst performers, effectively raise the average productivity of your sales force,[object Object],Consistent, legal hiring practices across the organization,[object Object],Increased efficiency means sales managers spend less time hiring and training,[object Object],Managers can invest more time with their high potential salespeople ,[object Object],Increased retention by improving person-job fit,[object Object]

Summary,[object Object],We offer ,[object Object],Extensive experience with sales assessment and large organizations,[object Object],Scientifically developed assessment tools,[object Object],Consulting resources to help you implement effectively,[object Object],Flexible technology and a tailored approach,[object Object],SalesMax is a Comprehensive Sales Assessment for Selection & Development,[object Object],Effective hiring helps you choose the top talent of the future,[object Object],Individual development helps grow your current sales team,[object Object]

Sales Max Presentation

Sales Max Presentation

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