Hiring and Growing Top Salespeople

Hiring & Growing Top Salespeople

2www.super-solutions.com 800-803-4303

Presentation Topics� What Is SalesMax?

� How Was It Developed?

� What Does It Measure?

� How Does It Work?

� What Does It Report?

� Selection

� Development

� Using SalesMax

� Consulting Implications

� Return on Investment

� SalesMax Summary


What Is SalesMax?

� Targeted assessment for consultative professional sales candidates

� Focuses only on those factors most applicable to a consultative sales role

� A comprehensive, web-based assessment tool designed for:

� Selection – identifies candidates who are most likely to achieve above average

success in professional sales

� Developmental – helps current employees to identify strengths and developmental

areas and guides them in constructing a personal development plan to achieve

success

� Designed and validated to identify top sales performers


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


SalesMax Research

� Designed based on

� 10+ years experience assessing professional sales candidates

� Input from sales trainers

� Published sales literature

� Originally validated with 3 organizations

� Business services

� Office products

� Home remodeling


Validation Results

Range Score Range Probability

of Success

Avoid 0 - 18 16%

OK 19-23 46%

Good to Best 24-25 67%

Probability of Success = Performing in the top half of the sales group

� Probability of sales success - based on a weighted index


What Does It Measure?

� Sales Personality:

� Energy

� Sociability

� Expressiveness

� Resilience

� Assertiveness

� Follow Through

� Optimism

� Serious-Minded

� Scores on these characteristics are weighted to form the foundation of the Success Index

Relatively stable characteristics

which impact sales behaviors.

These do not change easily over

time, even with training.



� Sales Knowledge:

� Prospecting/Pre-qualifying

� First Meeting/Impressions

� Probing/Presenting

� Overcoming Objections

� Influencing/Convincing

� Closing

� Candidate results normed in relation to experienced, consultative sales representatives

The understanding

of effective

strategies at key

stages of the sales

cycle.



� Sales Motivations:

� Recognition/Attention

� Control

� Money

� Freedom

� Developing Expertise

� Candidate results indicate highest and lowest motivational areas

� Affiliation

� Security/Stability

� Achievement


How Does It Work?

� The process is quick and easy

� Candidate completes the survey in

about an hour

� Internet

� System software scores the survey

� A report is produced immediately

� Anywhere, anytime, with an Internet connection

� Selection or development-oriented reports


What Does It Report - Selection Reports?

� Selection Reports Include:

� Graphic Profile

� Template

� Selection Advice

� Potential Sales Success (probability of success)

� Insights Into Assets and Potential Liabilities

� Interview Probes

� Management Suggestions


Selection Advice

Success Index

– quickly

gauge the

candidate’s

sales potential


Selection Interview & Reference Probes

For any area

where the

candidate

scored outside

of the desired

range,

Interview &

Reference

Probes are

provided.


Selection Management Suggestions

Management Suggestions provide guidance for

potential problem areas.


What Does It Report - Development Reports?

� Development Reports Include:

� Graphic Profile

� Detailed Feedback

� Developmental Suggestions

� Action Plan Guidance


Developmental Feedback

Detailed

feedback helps

the employee

recognize

areas of

strength and

potential

development

needs.


Developmental Suggestions

For any area

where the

candidate

scored outside

of the desired

range, a

Developmental

Suggestion is

provided

Suggestions include

activities, books, seminars,

tapes, etc.


Action Plan Guidance

The report

gives

guidance in

writing a

personal

action plan

which

capitalizes on

strengths and

helps to

manage

weaknesses

and close

gaps.


SalesMax Customization

� Modular Approach

� Can “turn off” the Knowledge and/or Motivations components to shorten the battery

� Consider if the organization has an extensive training program and time is a concern

� Will not change price of the report

� Customized Success Profile (involve BHA)

� Developed via a Validation Study Project


Consulting Implications (may involve BHA)

� Help develop a selection process for sales professionals

� Identify potential in those that may not have selling experience

� Guide your client in bringing some rigor to the process rather than deciding on first

impressions

� Deliver selection process and interviewer training

� Design development programs for helping current sales professionals capitalize on their strengths and minimize weaknesses at each stage of the sales cycle

� Additional projects for assisting with transition to sales manager (using ASSESS)

Return on Investment


Case Study 1: Fortune 500 Insurance Company

Utility: By selecting those with scores of 25 and higher, means sales for the selected group would be $4,895.083

potential for an average improvement in sales of $1,146,113 per GSR.


Case Study2: Business to Business Sales (Consulting Services)

$0

$20,000

$40,000

$60,000

$80,000

$100,000

$120,000

Gross Profit

0- 26

27-45

Those higher on Salesmax doubled gross profit sales as compared to those scoring lower.

Salesmax scores


Case Study 3: Business to Business Sales (Advertising sales)


Case Study 4: Mortgage Loan Officers

� Top scorers (Best) had sales volumes that were double that of bottom scorers (Avoid)

$0

$5,000,000

$10,000,000

$15,000,000

$20,000,000

$25,000,000

$30,000,000

$35,000,000

Amount of Sales $ Jan-July 2003

Sales Volume Differences (Adjusted by Region)

Between Customized SalesMax Advice Categories

Avoid

OK

Good

Better

Best


SalesMax Summary

� Web-based, comprehensive assessment of:

� Personality

� Knowledge

� Motivations

� Validated success profile provides probability of success estimate

� Customization and validation for clients

� Selection or development reports

� Subscribe to APA and EEO guidelines

� Continued development and refinement of product by licensed psychologists


Contact Us Today for FREE Sample Report

� Ira S Wolfe

� Phone: 800-803-4303

� Email: [email protected]

� www.super-solutions.com