Sales Indicator Overview
Studies show that over half of sales people are miscast in their positions. Many sales reps lack the behavioral characteristics of a good seller, and oftentimes are not well matched to the type of product they are selling.
The best place to address this problem is in the hiring process. You want to hire only those who match the characteristics of top sales people. The Profiles Sales Indicator ("SI") is designed to understand and assess critical requirements for success in your company's sales environment.
SI measures the 5 Sales Success Qualities of highly effective salespeople:
Competitiveness - are they persuasive, confident and assertive?
Self-reliance - are they independent and individualistic?
Persistence - are they persevering, unwavering and emotionally "tough"?
Energy - are they spontaneous, fast paced and have high endurance?
Sales Drive - are they success oriented, internally driven & outcome focused?
These Sales Success Qualities manifest themselves in 7 Critical Success Behaviors, also measured by the SI: Prospecting, Closing Sales, Call Reluctance, Self-starting, Teamwork, Building and Maintaining Relationships, and Compensation Preference.
These on-the-job behaviors are what determine your company's ability to
- Increase sales and profits
- Retain great sales people
- Improve customer relationships
- Increase sales-per-person
The Sales Indicator is your most valuable tool to obtain objective data in developing a most effective and successful sales team, one person at a time.
What our customers are saying:
"- (you've) helped J.H. Bennett & Co. make the best decisions in aligning the right people to the right job descriptions. We have used other assessments before and they pale in comparison to the accuracy and breadth of information we derived."
P. Woods, Executive Vice President, J.H. Bennett and Company, Inc., Bingham Farms, MI
"After we started using the Sales Indicator, we found that we had been making the same mistake everyone else does, hiring on 'gut fell' and training everyone as if they were all alike . . .when we go to hire sales people, we are no longer taking a chance."
M. Domenico, Sales Manager, Town North Mazda, Richardson, TX
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