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SalesMax
SalesMax helps select top performing salespeople. It is a predictive, well-validated, paperless and computerized testing system designed to evaluate whether your professional sales candidates have the underlying personality to be effective in a consultative sales position. It also measures the candidate's knowledge of effective sales strategies at various stages of the sales cycle and his/her motivational needs.
It provides information about 3 key areas :
1. Sales Personality - relatively stable characteristics that do not change easily over time
2. Sales Knowledge - understanding of effective behaviors and strategies at key stages of the sales cycle
3. Sales Motivations - personal motivators to help in managing and motivating the candidate
SalesMax for Selecting & Developing Salespeople
SalesMax was developed using criteria critical to sales success. It measures how a candidate will do the job, why they will want to do the job and what they know about consultative sales process at the present time. This pre-employment assessment for sales professionals allows you to evaluate a candidate's fit within a consultative sales role. SalesMax provides a quick look graph, candidate's overall predictive score and their strengths and weakness. It indicates the candidate's probability of producing in the top 50% of the sales team. Additionally, it will provide interview / reference questions, and management suggestions.
SalesMax is easy to administer and use
Candidates are able to log-in to the SalesMax testing site from virtually anywhere around the world. Manage the assessment database, evaluate candidates and print the reports using any Internet connection. SalesMax subscribes to American Psychological Association (APA) and EEOC guidelines.
MEASURES:
Key Dimensions to the Sales Personality
Energy Level
o Enthusiasm, hard work and visible effort
Follows Through
o Completes tasks, while following through on commitments
Self Reliance
o Takes charge and gets things done
Resilience
o Able to handle ejection and criticism
Serious Minded
o Responsible, business-like and professional
Optimistic
o Positive, optimistic outlook and weathers adversity well
Sociable
o Outgoing, enjoys client / customer contact
Assertiveness
o Possesses a confident sales presence
SalesMax Helps Identify Salespeople Who:
Have the potential to perform in the top fifty percent of a sales team
Have personality characteristics which impact sales success
Understand effective strategies in relationship selling
Are motivated more closely by a company's compensation or commission plan
Key Dimensions of Sales Knowledge:
SalesMax measures candidate knowledge of effective strategies for various sales situations. Experienced candidates should score well in this area to be considered for hire. For the inexperienced or poorly trained candidate, SalesMax helps to target training needs.
Prospecting / Pre-qualifying
First Meeting / First Impression
Probing/Presenting
Overcoming Objections
Influencing / Convincing
Closing
Key Dimensions of Sales Motivations:
Without proper motivation, even the best candidate may fail. The motivations section of SalesMax will help you gauge the fit between the candidate's motivational needs, his or her manager's supervisory style, and the rewards available in our organization.
Control
Money
Freedom
Developing
Development Report for Your Current Salespeople:
In addition to the Selection Report, SalesMax can also produce a Development Report. The Development Report is designed to help current employees capitalize on strengths and improve weaknesses, through the Developmental Action Plan.
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