Sales Management Tool                                  

Sales Indicator

 Employee Assessment Survey

The "80/20 Rule"

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 management organizations reached the conclusion that about half of the sales 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 indicated 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 positions have a good job match with the work they are doing. Thus, the "80/20 Rule" is only "valid" because people lacking essential sales skills get hired and other sales people are not matched with the right products or services. Through the use of our sales management pre employment screening tools and our employee assessments, you CAN beat the "80/20" rule.

The Profiles Sales Indicator assessment can be customized by company, sales position, department, management, geography, or any combination of these factors. Empirical data can be used to develop a pattern that will act as an indicator of how well a job candidate matches your currently successful salespeople.

The Sales Indicator evaluates characteristics critical to sales success

• Competitiveness

• Persistence

• Sales Drive

• Self Reliance

• Energy

The Assessment also predicts on-the-job performance in seven critical sales behaviors

• Prospecting

• Closing Sales

• Call Reluctance

• Teamwork

• Self Starting

• Building and Maintaining Relationships

• Compensation Preference

The assessments are easy for your sales management to use. They can be taken in just 15-20 minutes and produce clear, readable reports that are direct and to the point. These reports can be used for employee selection, management, and training of salespeople more effectively. These tools provide objective data for sales managers to develop a more effective sales team, one person at a time.

More than twenty-five thousand job applicants and employees have participated in the development of the Profile Sales Indicator. These sample groups represent a diverse cross section of ages, ethnic groups, income levels, educational levels, job titles, companies and industries. The Profile Sales Indicator employee testing and assessment tool is the product of a collaboration between several test development psychologists and specialists coordinated by our strategic business partner,  Profiles International, Inc.

The Profile Sales Indicator assessments investigate Sales Success Qualities as a part of evaluating how an individual employee fits into a particular sales job. However, all of these areas are not always required to differentiate between those who will do well in a position and those who may be overly challenged by that same position. All areas may be important for some job patterns; however, generally a few stand out for a given job match situation. By giving Sales Management the information to focus on each of the five Sales Success Qualities and how they interact, we enhance the opportunity to identify the factors that will lead to the best job fit in your sales organization.

• Profiles Sales Indicator Executive Summary

• Profiles Sales Indicator Technical Manual

• Sales Indicator Individual Report

• Sales Management Report

Contact us today to learn more about the Profiles Sales Indicator tool for sales management.