What the Solution Measures

The sales solution assesses a range of personality and motivational characteristics that represent a tendency towards effective sales behaviour. The solution investigates the likelihood respondents may exhibit certain types of sales related behaviours. It can be used to identify potential gaps in performance, facilitate personal development or facilitate behavioural interviews in order to inform and support selection decisions.

Sales Process Dimensions

The behaviours used in the solution are derived from a typical sales process framework. This particular model was selected to provide a clear picture of respondents’ capabilities within a framework familiar to most sales professionals and trainers. The sales dimensions used are:

• Building Contacts (Prospecting)
• Needs Assessment (Qualifying)
• Style and Presentation (Pitching)
• Negotiation (Closing)
• Follow-up (Supporting)

Sales Culture Dimensions

In addition to describing the likelihood of respondent’s performing against the sales process model, the solution also provides insights into the types of roles or environments respondents are more likely to be comfortable working in.

Roles which require sales people:

• to work under pressure
• to exercise diplomacy
• to address the public and give presentations
• to work with each other
• to work in a competitive environment
• to work long hours
• to maintain high standards
• to be able to work under constantly changing conditions