Profiles
Sales Indicator™ is a tool for selecting, managing,
and training salespeople.
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 Indicator™ provides a means of
selecting people who have the five qualities that make
salespeople successful: Competitiveness, Self-reliance,
Persistence, Energy, and Sales Drive. It also predicts
on-the-job performance in seven critical sales behaviors:
Prospecting, Closing Sales, Call Reluctance, Self-starting,
Teamwork, Building and Maintaining Relationships, and
Compensation Preference.
The Profiles Sales Indicator 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 Indicator is easy to use. It can be
taken in just 15-20 minutes and produces clear, readable
reports that are direct and to the point. These reports
can be used for selecting, managing, and training salespeople
more effectively. This tool provides objective data for
developing a more effective sales team, one person at
a time.