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The Profiles Sales Indicator™
The "80/20 Rule" says that 80% of all products and services are sold
by just 20 percent of the salespeople. This presents a challenge to sales
executives who direct teams of salespeople. An analysis of several sales
organizations reached the conclusion that about half of the people in the study
lacked the behavioral characteristics required to effectively perform the
duties that sales jobs call for. They should never have been hired for sales
positions in the first place. The study found that of the remaining 50%, half
had the potential for success in sales, but were not hired to sell the right
kind of product or service. The study concluded that only about 25% of those
working in sales position have a good match with the work they are doing. Thus,
the "80/20 Rule" is only "valid" because people lacking sales essentials get
hired and others are not matched with the right products or services.
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| The Profiles Sales Indicator™ provides a means of
selecting people who have the five qualities that make salespeople successful:
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Competitiveness
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Self-reliance
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Persistence
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Energy
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Sales Drive
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| It also predicts on-the-job performance in
seven critical sales behaviors:
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Prospecting
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Closing Sales
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Call Reluctance
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Self-starting
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Teamwork
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Building and Maintaining Relationships
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Compensation Preference.
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The Profiles Sales Indicator can be customized by:
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The Profiles Sales Indicator is easy to use.
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It can be taken in just 15-20 minutes and produces clear, readable reports that
are direct and to the point. These reports can be used for selecting, managing,
and training salespeople more effectively. This tool provides objective data
for developing a more effective sales team, one person at a time.
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