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Candidates with top scores on Salesmax produce at 121% average. 84% of poor performers are screened out by Salesmax. SalesMax is a state-of-the-art Internet based system for selecting and developing sales professionals.
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Hiring & Growing Top Salespeople
2www.super-solutions.com 800-803-4303
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
3www.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
4www.super-solutions.com 800-803-4303
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
5www.super-solutions.com 800-803-4303
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
6www.super-solutions.com 800-803-4303
Validation Results
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
� Probability of sales success - based on a weighted index
7www.super-solutions.com 800-803-4303
What Does It Measure?
� Sales Personality:
� Energy
� Sociability
� Expressiveness
� Resilience
� Assertiveness
� Follow Through
� Optimism
� Serious-Minded
� Scores on these characteristics are weighted to form the foundation of the Success Index
Relatively stable characteristics
which impact sales behaviors.
These do not change easily over
time, even with training.
8www.super-solutions.com 800-803-4303
What Does It Measure?
� Sales Knowledge:
� Prospecting/Pre-qualifying
� First Meeting/Impressions
� Probing/Presenting
� Overcoming Objections
� Influencing/Convincing
� Closing
� Candidate results normed in relation to experienced, consultative sales representatives
The understanding
of effective
strategies at key
stages of the sales
cycle.
9www.super-solutions.com 800-803-4303
What Does It Measure?
� Sales Motivations:
� Recognition/Attention
� Control
� Money
� Freedom
� Developing Expertise
� Candidate results indicate highest and lowest motivational areas
� Affiliation
� Security/Stability
� Achievement
10www.super-solutions.com 800-803-4303
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
11www.super-solutions.com 800-803-4303
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
12www.super-solutions.com 800-803-4303
Selection Advice
Success Index
– quickly
gauge the
candidate’s
sales potential
13www.super-solutions.com 800-803-4303
Selection Interview & Reference Probes
For any area
where the
candidate
scored outside
of the desired
range,
Interview &
Reference
Probes are
provided.
14www.super-solutions.com 800-803-4303
Selection Management Suggestions
Management Suggestions provide guidance for
potential problem areas.
15www.super-solutions.com 800-803-4303
What Does It Report - Development Reports?
� Development Reports Include:
� Graphic Profile
� Detailed Feedback
� Developmental Suggestions
� Action Plan Guidance
16www.super-solutions.com 800-803-4303
Developmental Feedback
Detailed
feedback helps
the employee
recognize
areas of
strength and
potential
development
needs.
17www.super-solutions.com 800-803-4303
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.
18www.super-solutions.com 800-803-4303
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.
19www.super-solutions.com 800-803-4303
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
20www.super-solutions.com 800-803-4303
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)
Return on Investment
22www.super-solutions.com 800-803-4303
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.
23www.super-solutions.com 800-803-4303
Case Study2: Business to Business Sales (Consulting Services)
$0
$20,000
$40,000
$60,000
$80,000
$100,000
$120,000
Gross Profit
0- 26
27-45
Those higher on Salesmax doubled gross profit sales as compared to those scoring lower.
Salesmax scores
24www.super-solutions.com 800-803-4303
Case Study 3: Business to Business Sales (Advertising sales)
25www.super-solutions.com 800-803-4303
Case Study 4: Mortgage Loan Officers
� Top scorers (Best) had sales volumes that were double that of bottom scorers (Avoid)
$0
$5,000,000
$10,000,000
$15,000,000
$20,000,000
$25,000,000
$30,000,000
$35,000,000
Amount of Sales $ Jan-July 2003
Sales Volume Differences (Adjusted by Region)
Between Customized SalesMax Advice Categories
Avoid
OK
Good
Better
Best
26www.super-solutions.com 800-803-4303
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
27www.super-solutions.com 800-803-4303
Contact Us Today for FREE Sample Report
� Ira S Wolfe
� Phone: 800-803-4303
� Email: [email protected]
� www.super-solutions.com