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  • 1. SalesMax for Hiring Top Performing Salespeople
    Achieving Sales Success at
  • 2. Topics
    Introduction
    Your needs
    SalesMax
    Hire The Best
    Validation Study
    Develop Excellence
    Summary
  • 3. Your Needs
    A process to assist HR and managers in selecting top performers
    Tools to help identify those with the greatest potential to succeed
    Resources to make the process easy to use for HR and hiring manager
    A tool for developing the current sales force
    Identify strengths and key developmental needs
    Development resources for salespeople
  • 4. Background
    We represent a firm of organizational psychologists and consultants.
    This firm has a thirty year history of providing organizations with selection and development solutions to meet their business needs.
    In the past 15 years they have steadily grown into an international consulting & assessment presence
    Extensive experience serving large, medium and smaller clients
    Their staff people are:
    Organizational psychologists
    Management consultants
    Software designers
    Service professionals
  • 5. Our Areas of Expertise
    Provide selection and development solutions to meet the business needs of our clients
    Competency modeling
    Executive assessment and coaching
    Test validation and integrated selection programs
    Succession planning & development programs
    Web-based assessment tools
    We offer solutions tailored to all levels of the organization
    Executives
    Senior Managers
    Managers / Supervisors
    Professionals
    Associates
  • 6. Positioning
    “Scientist-Practitioners”
    Licensed Industrial/Organizational Psychologists
    Test validation focuses on criterion-related validation (I.e., predicting job performance measures) Not benchmarking or simple statistical analysis using a Stat program
    “Client-Centric” Approach
    Treat each client as a unique engagement
    Develop customized assessments, if necessary
    Provide supporting services around selection & development offerings
    Support clients through a team of consultants, technologists and customer service representatives
  • 7. Sales Research
    Actively researched “sales personality” since the mid-1980s.
    Developed and refined sales success tools since 1992.
    Researched sales across levels and industries
    Retail Sales, Telemarketing, Consultative Sales, One call sales
    Identified certain characteristics that contribute to success in most types of sales positions
    Assertiveness, Energy, Sociability, etc.
  • 8. Representative Clients and Ongoing Research Projects
  • 9. Comprehensive Approach
    To understand effective sales behavior, you must understand the whole person…
    Innate – How
    Personality
    Learned – What
    Knowledge
    Skills
    Experience
    Personal Motivators - Why
  • 10. SalesMax…Select and Develop Top Sales Talent
  • 11. SalesMax
    Targeted assessment for sales professionals
    Focuses only on those factors most applicable to a consultative/relationship oriented sales role
    A comprehensive, web-based assessment tool designed to aid in selection and development
    Selection Report – identifies candidates who are most likely to achieve above average success in professional sales
    Developmental Report – helps current employees to identify strengths and developmental areas and guides them in constructing a personal development plan to achieve success
  • 12. SalesMax Measures
    Sales Personality
    Relatively stable characteristics that do not change easily over time
    Energy
    Sociability
    Expressiveness
    Resilience
    Assertiveness
    Follow Through
    Optimism
    Serious-Minded
  • 13. SalesMax Measures
    Personality Scale
    Example of Low Level
    Example of High Level
    Energetic
    Follows Through
    Optimistic
    Resilient
    Lack of urgency, slow to complete work
    Undependable
    Negative, pessimistic outlook
    Sensitive to criticism and rejection
    Enthusiasm, hard work, visible effort
    Completes tasks, follows through on commitments
    Positive, optimistic outlook; Weathers adversity well
    Thick-skinned; able to handle criticism and rejection well
  • 14. SalesMax Measures
    Personality Scale
    Example of Low Level
    Example of High Level
    Assertive
    Social
    Expressive
    Serious-Minded
    Difficulty exerting influence, taking charge or asking for the sale
    Shy, more of a loner than a people person
    Reserved, may have difficulty displaying enthusiasm
    Makes decisions too quickly or takes unnecessary risks
    Possesses a confident sales presence
    Outgoing, enjoys client/customer contact
    Free and easy conversational style
    Serious-minded, businesslike and professional
  • 15. Personality Scale
    Example of Low Level
    Example of High Level
    Self-Reliant
    Accommodating
    Positive About People
    Lacks initiative
    Overly competitive, aggressive and disagreeable
    Distrustful, negative view of people and their intentions
    Takes charge, gets things done
    Win-win style
    Balanced outlook regarding people and their intentions
  • 16. SalesMax Measures
    Sales Knowledge
    Scenario-based questions measure understanding of effective strategies at key stages of the sales cycle
    Prospecting/Pre-qualifying
    First Meeting/Impressions
    Probing/Presenting
    Overcoming Objections
    Influencing/Convincing
    Closing
  • 17. SalesMax Measures
    Sales Knowledge
    Description
    Identifying sales prospects and pre-qualifying them.
    Recognizing the importance of first impressions in initiating positive and productive sales relationships.
    Developing a clear understanding of the customer's specific needs.
    Problem solving and overcoming objections.
    Convincing the customer of the value of company products and/or services.
    Negotiating and closing the sale.
    Prospecting / Pre-qualifying
    First Meetings / First Impressions
    Probing / Presenting
    Overcoming Objections
    Influencing/Convincing
    Closing
  • 18. SalesMax Measures
    Sales Motivations
    Through a forced-ranking approach, candidates reveal their key motivational drivers
    Recognition/Attention
    Control
    Money
    Freedom
    Developing Expertise
    Affiliation
    Security/Stability
    Achievement
  • 19. SalesMax Measures
    Motivator
    Description
    Extent to which one values recognition for work well done; enjoys being the center of attention.
    Extent to which one prefers positions of leadership or control. Likes to be in charge.
    Extent to which one is motivated by financial rewards, such as money and material possessions.
    Extent to which one values personal freedom to make decisions and function independently.
    Recognition/Attention
    Control
    Money
    Freedom
  • 20. SalesMax Measures
    Motivator
    Description
    Extent to which one values becoming an expert and perfecting skills within a chosen field.
    Extent to which one is motivated by interactions with other people. Enjoys helping and other people.
    Enjoys helping and dealing with people
    Extent to which one is motivated by stability and security in life and in career.
    Extent to which one is motivated by overcoming successive challenges; enjoys challenges for their own sake.
    Developing
    Expertise
    Affiliation
    Security/Stability
    Achievement
  • 21. SalesMax Research
    Designed based on
    10+ years experience assessing professional sales candidates
    Input from top sales experts/trainers
    Published sales literature
    Originally validated with 3 organizations
    Business services
    Office products/services
    Home remodeling/building
  • 22. SalesMax Results
    Original Validation Sample
    Salespeople with top SalesMax scores sold 34% more than bottom scorers
  • 23. Probability of Success in Sales
    Range Score Probability of Probability of Bottom Half Top Half Performers Performers
    Avoid 0 – 18 84.2% 15.8%
    OK 9 – 23 53.8% 46.2%
    Good 24 -26 33.3% 66.7%
    Better 27 -33 32.0% 67.8%
    Best 34 -45 33.3% 66.7%
    Opportunity for Sales Success
  • 24. SalesMax Results
    Fortune 500 Insurance Company
    By selecting those with scores of 25 and higher, mean sales for the selected group would be $4,895,083 for an average improvement in sales of $1,146,113 per sales rep.
  • 25. SalesMax Results
    Sales of Consulting Services
    Those who “passed” SalesMax had double the gross profit as compared to low scorers
  • 26. SalesMax Results
    Advertising Sales
    Low scorers (Avoid) sold less than 10% of goal versus over 90% of goal to top scorers (Best).
  • 27. SalesMax Results
    Mortgage Loan Officers
    Top scorers (Best) had sales volumes that were double that of bottom scorers (Avoid)
  • 28. SalesMax Results
    Commercial Lines Insurance
    Top scorers sold almost double compared to bottom performers
  • 29. A Complete e-Solution
    Candidate logs-in to our secure Survey Site
    Affirms a Statement of Informed Consent
    Completes the survey in about an hour
    Client logs-in to our secure User Site
    System software scores the survey
    A report is produced immediately
    Anywhere, anytime, with an Internet connection
  • 30. SalesMax Selection Reports
    Graphic Profile
    Success Profile
    Selection Advice
    Probability of Sales Success
    Assets and Potential Liabilities
    Interview & Reference Probes
    Management Suggestions
  • 31. SalesMax Selection Reports
    Graphic Profile
    Success Profile
    Selection Advice
    Probability of Sales Success
    Assets and Potential Liabilities
    Interview & Reference Probes
    Management Suggestions
  • 32. SalesMax Selection Reports
    Graphic Profile
    Success Profile
    Selection Advice
    Probability of Sales Success
    Assets and Potential Liabilities
    Interview & Reference Probes
    Management Suggestions
  • 33. SalesMax Selection Reports
    Graphic Profile
    Success Profile
    Selection Advice
    Probability of Sales Success
    Assets and Potential Liabilities
    Interview Probes
    Management Suggestions
  • 34. SalesMax Development Reports
    Graphic Profile
    Detailed Feedback
    Personality
    Knowledge
    Motivations
    Developmental Suggestions
    Action Plan Guidance
  • 35. SalesMax Development Reports
    Graphic Profile
    Detailed Feedback
    Personality
    Knowledge
    Motivations
    Developmental Suggestions
    Action Plan Guidance
  • 36. SalesMax Development Reports
    Graphic Profile
    Detailed Feedback
    Personality
    Knowledge
    Motivations
    Developmental Suggestions
    Action Plan Guidance
  • 37. SalesMax Development Reports
    Graphic Profile
    Detailed Feedback
    Personality
    Knowledge
    Motivations
    Developmental Suggestions
    Action Plan Guidance
  • 38. Use Standard Version of SalesMax
    Assess Systems will conduct a Job Analysis for a reasonable investment
    Identify areas where Behavioral Interview Questions can be helpful
    Develop Behavioral Interview Questions with management
    Build a Behavioral Interview based on the Job Analysis
    Incorporate the Behavioral Interview within the SalesMax report
  • 39. Validation by Licensed Psychologists
    Includes These 9 Steps
    Job Analysis
    SalesMax Survey administration
    Supervisor Rating collection
    Compiling Performance data
    Data analysis
    Validate a custom SalesMax success profile
    Customize SalesMax report
    Construct Interview Guide
    Report and documentation
  • 40. Understand the Job First
    Review Existing Documents
    Job descriptions, training manuals, etc.
    Facilitate Focus Group(s)
    Include job expert, such as top performers, sales managers, strategic visionaries
    Define the key success factors for the job
    Understand how the job and organization are changing
    Document results
    Results guide…
    Data collection
    Selection and Development programs
    Customization of assessment tools
  • 41. Process Design
    Your Organization’s SalesMax Success Profile
    Construct based on job data
    Answers “who will be successful” specific for your specific job and company
    Validate predictiveness using SalesMax and performance data from study
    Control for any adverse impact
    Construct Interview
    Construct new or integrate existing interview
    Structured, behavior-based interview
    Focused on key competencies
    Integrated into SalesMax report
  • 42. Gather Validation Information
    SalesMax
    SalesMax survey completed by 150 – 300 members of sales force
    Easy web administration, takes about 1 to 1 ½ hours
    Objective Performance Data
    Compile existing sales volume and market data
    Supervisor Ratings
    Special ratings, not annual performance reviews
    Collected in facilitated sessions, either live or by telephone
    Yields a much higher quality data – greater accuracy
  • 43. Report & Apply Results
    Summarize
    Group summaries of all measured areas
    Apply Results
    Design selection process
    Customize assessment tools
    Validate predictiveness of tools
    Plan development
  • 44. Hire the BestTypical Validation projects range from $$75,000. to $100,000.Assess Systems will conduct a typical validation study for $55,000.00
  • 45. Typical Hiring Process
    Targeted Recruiting
    Pre-Screen
    Review of application and resume
    Brief telephone interview for basic qualifications
    SalesMax Assessment
    Candidate completes on the Web, anytime, anywhere
    Results are reviewed and top few candidates invited for interview
    Interview(s)
    Structured, behavior-based and focused on key success factors
    Interview guide integrated into SalesMax report
    Interview Guide includes individualized probes based on assessment results
    Hiring Decision
  • 46. Benefits to the Organization
    Fewer expensive hiring mistakes
    The cost of a bad hire is typically estimated at 1 to 1 ½ times annual compensation
    Increased sales performance
    By avoiding the potentially worst performers, effectively raise the average productivity of your sales force
    Consistent, legal hiring practices across the organization
    Increased efficiency means sales managers spend less time hiring and training
    Managers can invest more time with their high potential salespeople
    Increased retention by improving person-job fit
  • 47. Summary
    We offer
    Extensive experience with sales assessment and large organizations
    Scientifically developed assessment tools
    Consulting resources to help you implement effectively
    Flexible technology and a tailored approach
    SalesMax is a Comprehensive Sales Assessment for Selection & Development
    Effective hiring helps you choose the top talent of the future
    Individual development helps grow your current sales team