Higher Sales Performance
The Sales Screen and Sales Development Profiles give you pinpoint feedback on the most critical capacities necessary for selling success.
Using the Sales Screen, you can know with precision and certainty BEFORE YOU HIRE PEOPLE whether they can sell, and even more important,"will" they sell. You can even know if they WILL SELL FOR YOU!
Using the Sales Development Profile, you can improve the performance of the people you already have.
The Sales
Screen measures 26 capacities in these categories:
Can Sell:
o Empathy/Client Relationships
o Handling Customer Rejection
o Personal Drive
Will Sell:
o Self-Starting Ability
o Internal Motivation
The Sales Screen includes:
o Synopsis and Strength Rating of 26 Selling Capacities
o Suggestions to Capitalize on Personal Selling Abilities
o Training/Development Recommendations
o Interviewing Questions/Comments/Suggestions for hiring and selection.
TO DEVELOP THE POTENTIAL OF SALESPEOPLE, USE...
The Sales Development Profile. This is more in-depth and extensive, and measures 46 capacities in these nine categories of abilities:
o Empathy... value others, their needs, wants and
viewpoints; to communicate and listen with compassion
o Practical Ability... use common sense; to identify and solve problems
o Organizational Ability... set short and long range goals, plans and steps to achieve
o Ability to Handle Rejection... appreciate self-worth, identity and intrinsic value;
manage rejection
o Self-Starting Ability... marshall energy to attain goals; persistence and consistency
o Achievement Drive... internal impetus, strive to achieve results; goal ambition
o Discipline for Selling...general work ethic and attitude toward getting things done
o Stress Index... how seven different measures of anxiety, frustration and stress affect
performance
o Motivation Index... six internal and external motivators; measures what's most important
and valued
The Sales Development
Profile is a comprehensive and in-depth report that includes:
* Overview Bar Graph - Overall Strength Rating in each of nine categories
* Component Analysis - Strength Rating of all 46 capacities in nine categories
* Core Strengths - best personal selling abilities and how to capitalize on them
* Development Comments - Primary and Secondary areas to improve performance
* Sources of Flow - areas with great upside potential
* Sources of Interference - areas that get in the way of peak performance
Develop a High Performance Sales Team
Building a successful sales organization requires reliable knowledge about the potential strengths and development needs of each member of the sales team. Knowing what talents you have to work with and what problems you can expect, gives the sales manager the capacity to build a development program based on real needs and directed toward realistic performance outcomes.
Using the Manager and Sales Value Profiles, we can provide you with in-depth analysis of your managers' capacity to manage to maximum performance, and your peoples' capacity to sell, including:
CAN THEY SELL (do they respond to customer needs, can they handle rejection, do they have personal drive) and,
WILL THEY SELL (what's their discipline for sales, are they self starters and what motivates them).
To assist you in creating a prescriptive sales development and coaching process we:
1. Provide one-to-one "Value Profile" feedback and training sessions for the Manager(s) responsible for developing and selecting a high performance team. The manager will receive information and insight into their own approach to employee development, personal management and their interview style.
2. Conduct a "Value Profile Study" using assessments of your "best" and "worst" staff. This will enable you to identify the values and attitudes that most influence effective performance. You can also determine and install the type of training and support that will improve performance.
3. Provide the Manager(s) with:
o a review of the study findings
o detailed training recommendations
o coaching guidelines for improving sales performance.
o critical characteristics for future hires
o skills in using "Profile" reports for interviewing
The total time investment is about 20 minutes for a person to complete the Value Profile.
We recommend on-site consultation and feedback with the Manager and/or Sales Managers, to teach the process and provide personal and group feedback.
The total cost for an analysis of entire sales staff and feedback with the sales manager(s), is far less than the cost of turn over on a few new hires.
Once this process is completed, the Sales Manager(s) is prepared to interpret Profile results on future sales candidates. Profiles are then purchased on computer discs that enable you to self-administer and run computer generated profiles. Your trained in-house staff will then be able to give feedback and interpretation to your people throughout the process of selection, hiring, training and development.
Call us today at 1-800-947-2537 to discuss how Value Profiles™ can make an immediate impact on the personal performance and productivity of your people, and increase the profit-ability of your organization. Or, Email us right now.
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