Sales Indicator Reports
The Sales Indicator Reports are easy to read, direct and to the point. The reports are included with the Sales Indicator Assessment.
Individual Report:
A Sales Indicator Summary describes your typical sales behaviors in these five areas and indicates how others may interpret the sales rep's words and actions:
Competitiveness - The motivation to win; confidence and ambition.
Self Reliance - Setting own direction; accomplishing goals without close supervision.
Persistence - Reaction to adversity, rejection and negative outcomes in selling situations.
Energy - The need for activity; taking action and sense of urgency.
Sales Drive - Internal drive that leads to sales activity; desire to reach sales goals.
The last page of the report, the Sales Indicator Graph, shows, on a scale of 1-10, how behaviors in the five sales characteristics compares to the distribution of these qualities among sales people.
Example from Individual Report:
Sales Indicator Summary (Energy Section)
- the hustle and bustle of a dynamic profession can be motivational for you, but you sometimes appreciate the opportunity to relax and catch your breath; coping with numerous responsibilities at the same time creates a balance of positives and negatives for you
Sales Indicator Graph Summary:
(Low = systematic/steady paced; high = high endurance/spontaneous)
Management Report:
Sales Indicator Summary - chart provides a snapshot of the Sales Success Qualities the candidate brings to the job. It shows the overall Job-Match as well as individual scores and how they match the target position(s).
Sales Success Qualities - more detailed and complete description of the above that you can expect from your candidate.
Critical Success Behaviors - describes the candidate with regard to the seven behaviors considered important for on-the-job selling success.
You use this empirical data to develop a pattern that will tell you how well a job candidate matches your successful salespeople or the sales position as you have defined it. The Job-Match function can be further customized by company or department, sales position, manager, geography, or any combination of these factors.
Examples from Management Report:
Sales Indicator Summary (Energy section)
Job Match Percent: 80%
Energy:
Low = systematic/steady paced; High = high endurance/spontaneous; shaded = Job Match range)
Sales Success Qualities: (Energy section)
- the hustle and bustle of a dynamic profession can be motivational for Jane, but she can appreciate the opportunity to relax and catch her breath. Provide opportunities to regroup and prepare for the next challenge; coping with numerous responsibilities at the same time can create a moderate challenge for him
Critical Success Behaviors (Prospecting section)
More often than not, Jane has the energy to hunt for opportunities. She can be creative in her approach to prospecting, but appreciates the structure provided by a supervisor or another member of the team.
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