The document summarizes a sales inventory profile (SIP) assessment that evaluates key attributes that determine sales success. A SIP evaluation provides a score to determine if a candidate has a hunter (successful) or farmer (average) profile. It can be used to audit existing sales teams, recruit new salespeople, and provide career guidance. The SIP recruitment service helps clients find top sales performers through an objective process that evaluates candidates based on sales attributes rather than resumes alone. Pricing options are provided for various SIP recruitment and talent development services.

1. Sales Inventory Profile
Building High Performance Sales Teams
www.salesinventoryprofile.com
Maya Saric
0407 005 290
maya@salesinventoryprofile.com

2. The first issue when building
sales teams is determining:
“Who can sell?”
Companies cannot afford to waste time
and money on those who, unfortunately,
are unlikely to make it in the selling
world….
How can SIP help you grow your
sales capacity?

3. Three Factors That Determine Who Can Sell
Motivation:
Ultimately owned by individuals
Situational; fluctuates with life events
Attributes:
Inherent qualities within the individual
The foundation elements for achieving success in a sales role

4. Sales People are not all “created equal”…
Sales Stars= 10% skill + 10% motivation + 80% attributes
High
10% Skills
p
o
10% Motivation t
e
n
t
80% Attributes i
a
l
Low
People with a lower level of People with higher levels of
attributes will require significantly attributes will need less reliance on
more motivation to be able to their motivation to acquire these
build the skills necessary for same skills
success in selling

5. SIP Results: Clear, Decisive & Meaningful
Hunter 77% + vs Farmer < 77%
Score
Category Linda Smith Comment
Range
Have outstanding sales potential.
1. Independent Sales-New Business > 80%
Top 5% of selling professionals.
2. Sales Professional- Blend Style 73% to 80% Have excellent potential for selling.
3. Account manager-existing clients 65% to 72% Have good potential for selling.
4. Lower Probability < 65% Unlikely to succeed at selling.
The very best sales people have HUNTER profiles (scores over 77%) whereas the
average candidate job seeker has a FARMER profile.
Don’t employ farmers to go hunting!

6. SIP Results: Clear, Decisive & Meaningful
The 10 Components of Selling
Who can prospect?
High Expectations are a key indicator of the individual’s ability to tolerate regular
prospecting activity. This learning area needs to score over 68% for staff engaged in new
business roles where they will be required to prospect for themselves.
High Expectations indicate the individual’s ability to drive themselves through difficulties to
achieve their personal goals.

7. SIP as a Total Recruitment Service
The Challenge
The recruiting effective sales staff is like
finding diamonds in a coal mine
Why is this so hard?
RÉSUMÉS are:
 Inherently flawed as a shortlisting tool
 Not independent or objective
 Often incomplete or fabricated
 All historical, shows only where they have been
 Can’t indicate an individual’s potential and only offers just a few clues
RÉSUMÉS drive poor recruitment practices!

8. The Solution: SIP Recruitment Service
At SIP we will provide:
A copywriting professional to write your advert
to attract more serious candidates
A SIP test for EVERY candidate which sorts by sales capacity FIRST
Objective comparison between all candidates
Not disadvantaging good people with poor or no history
A SIP specialist will create the shortlist and:
Review and summarize up to 10 candidates that match your job type
Provide you with questions to focus on in your interview
Interview tools to help explain the job, especially prospecting
The SIP System manages the workload all in one place
– emails, résumés, notes etc
You only need to:
Interview candidates with genuine sales capacity
Reference check
SIP Drives Sales Capacity and Will Help You
Find Your Next Sales Star!

9. SIP Pricing
SIP: ‘SALES CAPACITY AUDIT $ 950 + GST
Test your existing sales and support team to achieve an independent sales capacity audit
Debrief team results with the manager – 2 hour onsite / phone review with a SIP specialist
Includes 8 team members, additional staff $180 + GST
SIP: ‘SINGLE RECRUITMENT CYCLE’ $2,950 + GST
Advert copywriting – the creation of the compelling, emotionally engaging, sales message advert
Load and manage your advert on SEEK
All candidates tested with SIP
We analyse all the SIP reports and résumés within the score range for your job
We will recommend questions that you can ask each candidate within the score range for your job
Manage and communicate with the candidate pool via our online SIP Candidate Management System
SIP: ’12 MONTH DUAL RECRUITMENT LICENCE’ $4,950 + GST
 A Sales Capacity Audit of your existing team as explained above
 Two full recruitment cycles including everything listed above
 Direct employment enquiry program includes:
• Copywriting an employment information pack for individuals who enquire between recruitment
campaigns
• Copywriting an employment page on your website including a link to the SIP website
• Unlimited assessment of individuals (not including written summaries)
 Vocational guidance promotion program to local students includes:
• Copywriting an invitation to complete a SIP
• Unlimited assessment of individuals (not including written summaries)
TERMS AND CONDITIONS
Settlement due 7 days from date of invoice.
Sales Capacity Audit’ fee will be subtracted from ‘First Recruitment Cycle’ if it occurs within 3 months.
Pricing valid till 1/07/2013

10. About Sales Inventory Profile
SIP was designed by Psychologist Maya Saric in Sydney, Australia in 1995 and based on Maya’s
clinical research benchmarking thousands of successful sales people to find out “who can
sell?“.
The essence of her study was to answer the question
"Why do some people succeed at selling, while others, despite any
amount of training and motivation still ultimately fail?”.
Combining her formal qualifications in Psychology and Economics
with sales management and coaching experience enabled Maya to
carry out extensive research to crack the code.
SIP can be used in any direct selling situation such as IT and Real Estate and is used successfully
by leading sales oriented organisations around Australia.
Contact us now to organise a free consultation. We look forward to saving you from drowning in
a sea of résumés!
Corporate Coach Aust P/L
M: 0407 005 290 F: 02 9565 4182 E: maya@salesinventoryprofile.com
Head Office: Suite 2, 10 O'Connell St , Newtown NSW 2042