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Sales Max Presentation
 

Sales Max Presentation

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    Sales Max Presentation Sales Max Presentation Presentation Transcript

    • SalesMax for Hiring Top Performing Salespeople
      Achieving Sales Success at
    • Topics
      Introduction
      Your needs
      SalesMax
      Hire The Best
      Validation Study
      Develop Excellence
      Summary
    • 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
    • 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
    • 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
    • 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
    • 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.
    • Representative Clients and Ongoing Research Projects
    • Comprehensive Approach
      To understand effective sales behavior, you must understand the whole person…
      Innate – How
      Personality
      Learned – What
      Knowledge
      Skills
      Experience
      Personal Motivators - Why
    • SalesMax…Select and Develop Top Sales Talent
    • 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
    • SalesMax Measures
      Sales Personality
      Relatively stable characteristics that do not change easily over time
      Energy
      Sociability
      Expressiveness
      Resilience
      Assertiveness
      Follow Through
      Optimism
      Serious-Minded
    • 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
    • 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
    • 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
    • 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
    • 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
    • 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
    • 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
    • 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
    • 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
    • SalesMax Results
      Original Validation Sample
      Salespeople with top SalesMax scores sold 34% more than bottom scorers
    • 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
    • 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.
    • SalesMax Results
      Sales of Consulting Services
      Those who “passed” SalesMax had double the gross profit as compared to low scorers
    • SalesMax Results
      Advertising Sales
      Low scorers (Avoid) sold less than 10% of goal versus over 90% of goal to top scorers (Best).
    • SalesMax Results
      Mortgage Loan Officers
      Top scorers (Best) had sales volumes that were double that of bottom scorers (Avoid)
    • SalesMax Results
      Commercial Lines Insurance
      Top scorers sold almost double compared to bottom performers
    • 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
    • SalesMax Selection Reports
      Graphic Profile
      Success Profile
      Selection Advice
      Probability of Sales Success
      Assets and Potential Liabilities
      Interview & Reference Probes
      Management Suggestions
    • SalesMax Selection Reports
      Graphic Profile
      Success Profile
      Selection Advice
      Probability of Sales Success
      Assets and Potential Liabilities
      Interview & Reference Probes
      Management Suggestions
    • SalesMax Selection Reports
      Graphic Profile
      Success Profile
      Selection Advice
      Probability of Sales Success
      Assets and Potential Liabilities
      Interview & Reference Probes
      Management Suggestions
    • SalesMax Selection Reports
      Graphic Profile
      Success Profile
      Selection Advice
      Probability of Sales Success
      Assets and Potential Liabilities
      Interview Probes
      Management Suggestions
    • SalesMax Development Reports
      Graphic Profile
      Detailed Feedback
      Personality
      Knowledge
      Motivations
      Developmental Suggestions
      Action Plan Guidance
    • SalesMax Development Reports
      Graphic Profile
      Detailed Feedback
      Personality
      Knowledge
      Motivations
      Developmental Suggestions
      Action Plan Guidance
    • SalesMax Development Reports
      Graphic Profile
      Detailed Feedback
      Personality
      Knowledge
      Motivations
      Developmental Suggestions
      Action Plan Guidance
    • SalesMax Development Reports
      Graphic Profile
      Detailed Feedback
      Personality
      Knowledge
      Motivations
      Developmental Suggestions
      Action Plan Guidance
    • 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
    • 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
    • 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
    • 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
    • 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
    • Report & Apply Results
      Summarize
      Group summaries of all measured areas
      Apply Results
      Design selection process
      Customize assessment tools
      Validate predictiveness of tools
      Plan development
    • Hire the BestTypical Validation projects range from $$75,000. to $100,000.Assess Systems will conduct a typical validation study for $55,000.00
    • 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
    • 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
    • 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