Transcript BIGBY HAVIS & ASSOCIATES, INC.

Professional Sales Assessment
Presented to: Web Visitor
by Rob McKay MA(Hons)
AssessSystems Aust/NZ Ltd
What is SalesMax?
Targeted assessment for professional sales candidates
 Focuses
only on those factors most applicable
to a consultative sales role
A comprehensive, web-based assessment tool designed to:
 Identify
candidates who are most likely to
achieve above average success in
professional sales
What is SalesMax?
Provides information about:
 Sales
Personality -- relatively stable characteristics
that do not change easily over time
 Sales
Knowledge -- understanding of effective
behaviors and strategies at key stages of the sales
cycle
 Sales
Motivations -- personal motivators to help in
managing and motivating the candidate
How Was SalesMax Developed?
Sales Representatives from fourty five participating organisations
completed the preliminary SalesMax Survey (1997)
Sales Managers completed special performance ratings on each
participant. Ratings were aligned to constructs in SalesMax.
Analysed relationship between survey responses and performance
Validated the personality components and created a Success Profile
Sales Success Profile
Eight Personality Characteristics:
Assertiveness

Energy

Sociability
Follow

Expressiveness
Optimism

Resilience
Serious-Minded

Self-Reliant

Accommodating

Positive about People
Through
These last 3
characteristics did not
predict performance,
however were left in for
managing purposes
Sales Knowledge
Sales knowledge – scenario based

Prospecting/Pre-qualifying

First Meeting/Impressions

Probing/Presenting

Overcoming Objections

Influencing/Convincing

Closing
Sales Knowledge
Candidate results normed in relation to experienced,
consultative sales representatives
 Relative
importance of these results depends
upon background, experience and
training/support offered by the hiring
organisation
Sales Motivations
Sales Motivations - forced ranking
 Recognition/Attention
Developing
Expertise
 Control
Affiliation
 Money
Security/Stability
 Freedom
Achievement
Sales Motivations
Candidate results indicate highest and lowest
motivational areas
 While
not a “select-in” factor, this information
influences how the candidate might be
managed
How Does SalesMax Work?
The Process Is Quick and Easy

Candidate signs a Statement of Informed Consent

Completes the survey in about an hour
 Internet
 Paper
and Pencil

System software scores the survey

A Selection or Development report is produced
immediately
 Anywhere,
anytime, with an Internet connection
SalesMax Reports - Selection
Reports Include:

Graphic Profile

Template

Potential Sales Success (probability of success)

Insights Into Assets and Potential Liabilities

Interview Probes

Management Suggestions
Email Us For A Selection Sample Report
SalesMax Reports - Development
Reports Include:

Graphic Profile – Personality, Knowledge & Motivations

Insights Into Assets and Potential Liabilities

Development Suggestions based on your Personality,
Sales Knowledge & Motivations

Development Action Plan – Build on strengths, develop
weaknesses

Has accompanying 3 hour Sales Development Group
Workshop, inclues Workbook
Email Us To See Development Sample Report
SalesMax Profile
SalesMax Advice
SalesMax Product Differentiation
Comprehensive Assessment of:

Personality

Knowledge

Motivations
Interview Probes to Assist With Selection
Validated Standard Success Profile Provides Probability
of Success Estimate
SalesMax Product Differentiation
(Continued)
Web-based Assessment Tool
Customisation and Validation for Clients
Subscribe to APA and EEO guidelines
Continued, Validation, Development and Refinement of
Product By Licensed Psychologists
Immediate results – emailed or faxed
SalesMax Will Decrease SalesPerson Turnover & Maximise Sales
Revenue
Since 1997, and around 40,000 tests later, SalesMax is
helping companies worldwide select the right sales person
first time.
As with any assessment tool, you must balance the results
with the traditional selection trio of CVs, Structured
Interviewing and Reference Checking.
The investment - $198 plus GST a report. Discounts for
volume users.
Results emailed to you within two hours following testing
INTERESTED IN THE TECHNICAL STUFF? – Go to our
Technical Web page at www.assess.co.nz
Validation Results
Representatives scoring at higher index ranges had
significantly better sales results
Advice
Score Range
Avg. Sales Ratio
Avoid
0-18
.87
OK
19-23
.94
Good
24-26
.97
Better
27-33
1.04
Best
34-45
1.21
Validation Results
Probability of sales success - based on a weighted index
Range
Score
Avoid
Probability
of Success
0 - 18
16%
OK
19 - 23
46%
Good to
Best
24 - 45
67%