Hiring and Growing Top Salespeople

Hiring & Growing Top
Salespeople

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

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

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

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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

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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

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Validation Results

Probability of sales success - based on a weighted index

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

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Sales Personality:
Energy
Sociability
Expressiveness
Resilience Relatively stable characteristics
Assertiveness which impact sales behaviors.
These do not change easily over
Follow Through time, even with training.
Optimism
Serious-Minded

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

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Sales Knowledge:
Prospecting/Pre-qualifying
First Meeting/Impressions The understanding
Probing/Presenting of effective
strategies at key
Overcoming Objections stages of the sales
Influencing/Convincing cycle.
Closing

Candidate results normed in relation to experienced, consultative sales
representatives

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Sales Motivations:
Recognition/Attention Affiliation
Control Security/Stability
Money Achievement
Freedom
Developing Expertise

Candidate results indicate highest and lowest motivational areas

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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

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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

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Selection Advice

Success Index
– quickly
gauge the
candidate’s
sales potential

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Selection Interview & Reference Probes

For any area
where the
candidate
scored outside
of the desired
range,
Interview &
Reference
Probes are
provided.

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Selection Management Suggestions

Management Suggestions provide guidance for
potential problem areas.

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What Does It Report - Development Reports?
Development Reports Include:
Graphic Profile
Detailed Feedback
Developmental Suggestions
Action Plan Guidance

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Developmental Feedback

Detailed
feedback helps
the employee
recognize
areas of
strength and
potential
development
needs.

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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.

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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.

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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

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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)

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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.
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Case Study2: Business to Business Sales
(Consulting Services)

$120,000
$100,000
$80,000 Salesmax
$60,000 0- 26 scores
$40,000 27-45
$20,000
$0
Gross Profit

Those higher on Salesmax doubled gross profit sales
as compared to those scoring lower.
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Case Study 3: Business to Business Sales
(Advertising sales)

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Case Study 4: Mortgage Loan Officers

Sales Volume Differences (Adjusted by Region)
Between Customized SalesMax Advice Categories

$35,000,000
$30,000,000
$25,000,000 Avoid
$20,000,000 OK
$15,000,000 Good
Better
$10,000,000
Best
$5,000,000
$0
Amount of Sales $ Jan-July 2003

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

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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

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Contact Us Today for FREE Sample Report
Ira S Wolfe

Phone: 800-803-4303

Email: iwolfe@super-solutions.com

www.super-solutions.com

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Hiring and Growing Top Salespeople

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