WHAT IS THE PROFESSIONAL SALES PROFILE?
The Professional Sales Profile is a report that consists of 1-4 sections depending on what you want to know about your sales applicants and existing sales people.
1. Workplace Attitude & Values
If you are concerned about hiring only honest, loyal, hard-working employees, who show up for work on time, won’t steal from you, use drugs or be rude to your customers, then our workplace attitude pre-screen survey is an accurate and inexpensive solution. This part of the report describes a person’s workplace attitudes and values that drive their workplace behavior including; dependability, work ethic, employee theft, drugs, safety, customer service, supervision, long-term employment and reliability.
Brochure – Sample report – Debrief – Testimonial – Slide Presentation
2. Sales Behaviors/Selling “Style”
This part of the report identifies a sales rep’s natural selling style (“how” they sell), and what type of sales is the best match for their natural selling style. i.e. short sales cycle like commercial territory sales, or longer sales cycle, relationship building sales like major account sales, managed services, highly technical, complicated sales processes, etc.
Brochure – Sample versions ( Interviewing Insights – Coaching & Development – Behaviors/Motivators Combination)
Much of the research conducted in the past on top salespeople has been focused on behavior. Behavioral research has been popular because, like looking good and sounding good, behavior can be observed. Little, if any significant study has been focused on what goes on inside a top salesperson. Our groundbreaking research in the United States and Europe now confirms that attitudes far outweigh looking good, sounding good or behavior in distinguishing top salespeople. This part of the report identifies the sales person’s motivators and compares them with top performing salespeople around the world are similar and if they have the same motivators that 70% of these top performing salespeople have in common.
Sample versions (Motivators – Motivators/Behaviors Combination)
4. Sales Knowledge & Skills: Tells you WHAT they know about selling and the sales process compared to other successful sales people. Sales Skills Index Measures 7 Steps in the Sales Process including; Prospecting, First Impressions, Qualifyingƫ Demonstration, Inﬂuence and Close.NOTE: Each situation was developed and validated by sales professionals to reﬂect real sales strategies used by today’s sales force. What sales training they need? How much management and supervision will they need? Do they have the sales knowledge and skills to be successful in the sales position you plan to hire them for? Brochure – Report contents – Sample Report – Questionnaire – Understanding the Report
Professional Sales Profile Version – Content Comparison Chart