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Executive Summary

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The Profiles Sales Assessment™ is used for selecting sales people, and motivating sales people in order to maximize and increase sales performance. The Profiles Sales Assessment 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 Assessment™ measures how well a person fits specific sales jobs in your organization so that you can optimize sales performance. It is used primarily for selecting, on-boarding and managing sales people and account managers. The "job modeling" feature is unique, and can be customized by company, sales position, department, manager, geography, or any combination of these factors. The sales assessment enables you to evaluate an individual based on the qualities required to perform successfully. The data is based on your top-performing sales people in a specific sales job in your organization. This sales assessment also predicts on-the-job performance in seven critical sales behaviors: prospecting, call reluctance, closing the sale, self-starting, working with a team, building and maintaining relationships, and compensation preference. 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 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. The Profiles Sales Assessment™ generates 3 different Reports: Selection Report Provides information about the individual, presented in a manner to help you understand his/her match with a selected sales position in your organization. Management Report Provides the manager with insights that will help him lead, coach and motivate the employee. Performance Model Comparison Used by the manager when coaching the employee.