Profiles Sales Indicator™
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.
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